To assume that a bigger pipeline is a better pipeline is a dangerous assumption.
Sales management is the most critical - and underappreciated - role in the sales force. Companies struggle to find something powerful to train sales managers on.
We ask sales managers what they would do if they had an extra hour in their week. They always say they would get out in the field and coach their reps. Yet, they don't.
'We need to do more' is not very sophisticated thinking and not good sales management.
Over the long haul, salespeople come and go, but having top-shelf management in place is the ultimate answer.
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