This Office Hours segment starts at the sales strategy and walks through how it impacts market coverage and the levers that can be managed to ensure sufficient market coverage. It briefly touches on where this fits in the revenue engine and the four foundational sales performance levers that drive results and can be used as drivers of predictability. The discussion spends significant time on the four elements required to master the sales pipeline and drills in with detailed analytics, spreadsheet formats and graphics to manage the complete process.