Ensure a balanced/healthy sales pipeline

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If the measurements are not correct, you can dig deeper into the problem and see how to fix it.

If all goes well, everything goes as usual. Or better yet: you can see how to increase the numbers even more!

Without sales quotas at the entry and exit levels (or anywhere in between), you'll quickly find that at any given time, a sales rep will be focused on the front or back of the pipeline.

There will be times when they are primarily prospecting to fill the lead pipeline and times when they are focused on closing deals but forget to continue generating those new leads .

Salesflare Opportunities
A healthy sales pipeline should always be filled with new leads.
Since most B2B sales cycles tend to take a long time, there malaysia cell phone number list will be periods when there are lots of deals and others when almost nothing gets closed. This is not an ideal situation for most businesses... which brings us to the next point:

Sales forecasts (for financial planning, resource planning, ...)
Setting sales quotas will make sales much more predictable because your entire team will be working together to hit those numbers and build a much more balanced sales plan . This will make your sales forecasts more likely to come true.

This has many advantages:

You will know better how much money you will have in your bank account at any given time and you will be able to cope with possible shortages or - you never know - surpluses.
You will be able to better plan your resources, because you will know more precisely how many people you will need to execute the signed contracts and when.
You will be able to raise funds from investors based on concrete figures.
If you’re thinking “Okay, you can stop Jeroen, I’m convinced…”, then let’s move on to the different types of sales quotas you can and should set. (If not, I don’t know, but I like to think I did my best.