HomeResearch Articles Sales Planning: Defining Pipeline Requirements to Deliver Bookings

Sales Planning: Defining Pipeline Requirements to Deliver Bookings

  • Sales leaders should guide their sales teams by providing in-quarter rep-level pipeline targets needed to hit bookings goals
  • Sales leaders who manage their sales teams without clear progressive pipeline targets reduce their ability to course-correct early for optimum results
  • Sales operations leaders should derive data-driven, in-quarter, rep-level pipeline size targets to enable better pipeline management throughout each fiscal quarter
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