Sales Pipeline Management: Securing Adoption within the Ranks
User adoption of sales pipeline management by sales reps, managers and executives is often spotty. In many instances up to pipelines are not date, sales forecasts are unrealistic and sales coaching fails to materialize. Despite these issues, the latest global study confirms up to a 9% lift in revenue plan attainment resulting from proper utilization of CRM tools and sales processes. Barton describes this dilemma and then provides recommendations on how to turn this around, as he has successfully done at many of ISM's best-in-class clients.
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