Inside Sales Funnel Mangement

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.   

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About Michelle Landry

I have spent the last 10 years in sales, from field sales, to inside sales, to inside sales management of US teams, Canadian Teams and eCommerce teams. View all posts by Michelle Landry

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