HubSpot Director of Sales • 5mo
Pipeline coverage! It's not enough to say deals and dollars created will get us to our quarterly target as we need confidence that the deal creation is leading to real opportunities we can close. Close rate and prior performance are far too lagging to give confidence for future performance. To consistently achieve these pipeline coverage goals, it's key to ensure the broader team has awareness of what the goal is and the "why" behind it. It's also critical to have accountability mechanisms in pl ...Read More
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