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4 Pitfalls To Avoid When Measuring Sales Pipeline
Snapshots Infographics / Sales Management / Nov 28, 2016 / Posted by John Golden / 5551

4 Pitfalls To Avoid When Measuring Sales Pipeline


Sales Pipeline Pitfalls

Once you build your sales pipeline, you can start to measure its performance. The figures you generate will provide you with the clarity that you need to make better decisions and ensure smarter execution of your ideas. If this gets neglected, it will have many negative consequences that could include a lower closing percentage and lost revenue. Considering what’s at stake, it’s important to ensure you’re getting the most benefit from your sales pipeline measurement. But how can you actually do this?

4 Pifalls to Avoid when Measuring Sales Pipeline

A good starting point is to avoid these four common sales pipeline pitfalls:

  1. Only measuring your closing rate: 43% of salespeople only measure their closing rate! The close is the ultimate goal, but it’s not the only goal. Understand other crucial measurements in order to make the most of your pipeline software and get the most information possible.
  2. Not differentiating between leads and qualified leads: Don’t be one of the 28% of people who do this. A poor lead means that you are selling to someone who isn’t in your ideal customer market, and will likely not end up benefiting from your services or end up buying your product.
  3. Not measuring progression (and leakage) through the whole pipeline: Look at the pipeline as a whole. 26% of people neglect to do this crucial step, and they lose revenue and don’t understand all the information as a result.
  4. Looking at your sales pipeline as a static entity: A pipeline isn’t static. It’s constantly changing, moving, and evolving. Be sure to keep up with it, unlike the 18% of people who ignore this pitfall.

Check out articles such as Sales Pipeline Revealed, and the ebook Pipeline Measurement and Sales Success. If you’re looking for a great tool to measure your sales pipeline, check out Pipeliner CRM.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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