What’s your pipeline coverage? We all feel good about 3x pipeline. But what did you do to confirm the quality of that 3x pipeline? Most sales leaders are burdened with spending a lot of time vetting opportunities with reps. Considering all the other work that has to be done to fill and convert the pipeline – there’s hardly time left to thoroughly inspect it. There is a better way – the following is a plan I use and that is being used by many successful sales leaders I know to ensure that there’s enough quality pipeline to hit the number.
To find out if there’s enough pipeline to cover the number – we focus on the following:
- Of my list of opportunities – how many are qualified to include in my coverage? Are the reps just miraculously showing 3x coverage because I tell them to have 3x?
- Can these opportunities really close in this period?
- Are the reps closing out all the junk? How much is new vs. existing pipeline? Of the existing pipeline, how many have pushed from previous periods?
- Which deals have momentum (how old, how long in a stage) and which are going stale?
We assume that if we have 3x coverage – these things will work themselves out and we’ll address them in our weekly sales meeting/forecast call/pipeline review and 1:1s. But how can we be sure we’ll really purge all the bad opportunities and focus on the real opportunities – while having confidence that we have the right coverage to meet our number? Please enter your email to immediately be redirected to the full guidebook and to receive a link to your inbox.
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