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Masterclass - April 7, 2021

Blueprint to Quota

A perfectly managed pipeline is every sales leader's dream.

But, as you may have noticed, managing your sellers to keep their pipeline in tip-top shape is a beast all in its own.

Did you know that good pipeline management programs have been shown to increase performance by 28%?

We partnered with our friends over at Concert to host a Live Masterclass in which we shared research around what successful pipeline management programs look like and tips on how to manage your team to hit intermediate goals and, ultimately, hit quota.

Topics

• The difference in pipeline management vs forecasting

• Building a blueprint to hitting quota

• How to form (and incent) the right pipeline habits

Key Takeaways

• Perfect your process first, then layer on training, tools, and technology.

• If you're losing 75% of your MQLs by the end of the assembly line process, you might feel like your wasting time. But guess what? You're wasting even more time if you're not hitting quota.

• It's more important to establish a repeatable revenue process than to accomplish quick wins.

• The slides from this session are available here.