Why 3x Pipeline Coverage Is a Terrible Strategy
Salesforce Marketing Cloud
APRIL 25, 2023
I used to be a sales consultant, looking at teams from the outside in, and (plug alert!) Knowing which action to take is critical at a time when 72% of sellers expect to miss their quota, according to the 2023 State of Sales report. Sales leaders use pipeline coverage as the primary input for creating a sales forecast.
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