Funnel management of pipeline management can be challenging for some. I have spent almost 9 years at Ceridian (http://www.ceridiansmallbusiness.ca/) in the small business division. This is a highly transactional environment. New inside sales reps to my team sometimes find it challenging managing their funnel. A general guideline that I like to use is having your funnel be 3 times your quota. Ex: $20,000 quota should have $80,000 funnel. However, this is a general guideline. You have to take into consideration your close ratio.
June 10, 2012
Inside Sales Funnel Mangement