How can you tell that a pipeline problem is not caused by sales activity?

Activity is rising or stable, but conversion in a particular stage has been declining over time. The cause then needs to be sought in opportunity quality, the offer, pricing or the market.

What information should marketing pass to sales in addition to lead volume?

Above all, fit with the target profile and the subsequent outcome. Without feedback on qualification and reasons for loss, the quality of demand sources cannot be managed.

A weak pipeline does not necessarily mean weak sales execution. More low-quality leads can make the problem worse

13 hours ago.

When the sales pipeline weakens, the first reaction is often pressure for more leads and more salesperson activity. That does not help if the company is attracting the wrong type of customers, the offer does not match their priorities or market conditions have changed. Higher volume then merely consumes more selling time. Leadership therefore needs to identify where in the system the pipeline is actually breaking down before adding more activity.

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A weak pipeline does not necessarily mean weak sales execution. More low-quality leads can make the problem worse

Do you want to read the whole article?Get a subscription for free or from CZK 58 per month

Do you want to read the whole article?
Get a subscription for free or from CZK 58 per month