CHAPTER

7

Measuring and Optimizing Your Pipeline

Prospecting is not a set-it-and-forget-it process. Sales teams must vigilantly measure and optimize their pipeline to achieve the maximum return on sales investment. Over the course of this chapter, we will review the critical metrics that serve as leading and lagging indicators of success at each stage of the sales journey.

Lean Optimization

Since optimization applies to all metrics, we need to spend a little bit of time discussing two extremely popular and closely related techniques. The first, Lean Six Sigma, combines the efficiency principles of the lean movement that started in manufacturing and has since moved on to innovation and other business processes with the quality principles of six ...

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