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The Art of Modern Sales Management: Driving Performance in a Connected World by Renie MacClay

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4

Managing the Sales Team Pipeline

Steve Gielda

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What do we need to do to make sales forecasting more accurate? This is one of the most common and urgent questions asked by senior sales leaders. In theory, the answer is rather simple; but in practice, getting better forecasts has proven extremely challenging.

Aligning the Processes

So what’s the underlying problem? The dots aren’t connected. The most common reason sales managers can’t get sales reps to forecast more accurately is because the company sales process isn’t represented in the pipeline ...

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