‘3 Proven Tactics to Stop Leakage of Sales and Revenue from Your Company’s Sales Pipeline’ – ‘Business 2 Community’ Article

Craig Klein says, “For many companies, a pipeline report can be nothing more than a summary of the sales team’s optimistic dreams.  After all, optimism is an essential component of the personality of sales professionals.  When the optimistic rosy forecast leads to disappointment or even financial hardship for the company, the blame typically falls back on the sales team.  That is simply unfair.

Within your CRM (Customer Relationship Manager) you can set up a process of measurements that will stop, or at least reduce, the leakage.  You will gain accountability of sales forecasts, an ability to tweak the sales process and sales lead retention through nurturing email campaigns”.