Less Is More: Stricter Lead Qualification Driving Improves Sales Results

8 03 2011

Based on the findings of SiriusDecisions’ most recent study of b-to-b sales and marketing leaders’ pipeline and forecast practices, top-performing companies are replacing the traditional “more is more” sales pipeline approach with an emphasis on higher-quality leads and more accurate forecasting.

“Pipeline-to-quota ratios are an important tool for sales forecasting and management,” explained analyst Jim Ninivaggi of SiriusDecisions’ Sales Optimization Strategies advisory service. “However, our study showed that companies that increased their pipeline-to-quota ratios during the recent recession in an attempt to hit their sales targets have actually hurt their productivity. Companies that have maintained a tighter pipeline-to-quota ratio are now outperforming their peers.”

READ MORE HERE!

Advertisements

Actions

Information

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s




%d bloggers like this: