How to Gain Control of Your Sales Pipeline and Forecast

Recently I received the following email from a VP of Sales, asking for advice about his sales pipeline and sales forecast.

Dear Sherri,

I’m a Sales VP, it’s mid-March, and I’m sweating the end of quarter. Truth is, we don’t have enough good opportunities in our pipeline. I can only rely on 20 percent of what has been inputted into the CRM. Either reps are sandbagging or putting in fluff just to have something there. How can I get control of this situation so I’m not left to figure out where things stand so close to the end of the quarter?

Sincerely,

“Sweating the Numbers”

To see Sherri’s reply, click here.


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