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A critical first step in avoiding a bloated pipeline is developing objective criteria for each stage of deal progression.
Not surprisingly, without objective criteria in place to check the salesperson's natural enthusiasm, these teams had bloated sales pipelines with a significant number of opportunities languishing in the earlier stages of the pipeline.
By including objective criteria for each stage, you can review and confirm the opportunity has actually met the criteria.
based on your objective criteria.
assigning objective criteria and reasonable probabilities to each pipeline stage and eliminating inactive opportunities, you will rationalize the sales pipeline and create consistency across the sales team; this will result in better, more accurate, sales forecasts.
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