How well do typical KPIs around deal progression capture potential bottlenecks in the sales pipeline, and what are some effective strategies to accelerate the sales cycle across different customer segments?
1 Answer
HubSpot Director Sales DACH • November 20
KPIs around deal progression can help to identify trends in sales duration, close rate and similar. So changes in the typical pipeline coverage needed can be observed early on. This will be a leading indicator for pipeline gaps and can trigger required actions.
Effective sales strategies can include multi-threading and broader stakeholder management. If there is a shift in buying personas this should also be identified and addressed.
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