Why Is It Crucial to Measure Your Prospecting Pipeline in Stages?

We asked Emily Parker, Head of SDR and Inside Sales at Zencargo her thoughts on pre-pipe sales stages. Here’s what she said –

I’ve introduced four new pre-pipe sales stages that my SDRs are using:

• Mapping
• Prospecting
• Qualifying
• Qualified

This organization has enabled me to analyze conversion rates and pace between each stage. Now, I know whether my reps have the right volume of accounts in each stage. Plus, I can forecast how many meetings they’ll book or the amount of accepted pipeline we’ll add in the coming months.

By measuring metrics within each of these stages, I have an early warning signal that shows where we are light in the pipeline. Plus, now we can model the impact of a small change in conversion rate or pacing to see where investing time in development would have the greatest impact on our business.

Want to get more insights from Emily? Read her full article.

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