How to cut the fat from your sales pipeline

02/14/2014 | Radio Ink

It might be time to clear dead deals out of your sales funnel if your forecast accuracy is poor or if your salespeople don't have enough time to spend on finding new customers, writes Chris Lytle, founder of Sparque. A key step in rejuvenating your pipeline is to begin keeping track of how many prospects have follow-up meetings scheduled with your representatives. "The number of scheduled meetings with high-value prospects is the leading indicator of the health of your company's sales pipelines," he notes.

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