Chapter Summary
• Set up your reporting and cadence to allow you to monitor your progress to plan.
• Weekly pipeline meetings are tactical; monthly and quarterly sales reviews are more strategic, with a deeper dive to understand current velocity as well as what we did right, where we went wrong, and what we can change.
Now you have your plans, you need to consider what are the data points and inputs that will show you whether you are tracking successfully to plan as intended. Every good plan needs to be revisited, and pivots inevitably need to be considered. A vital part of your role is to elevate yourself to track progress, look around corners, think forward and plug gaps, or exploit presented opportunities as ...
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