One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* pipeline coverage in order to achieve their quota. Where this “golden number” came from, nobody seems to know, but it’s a fair bet that it dates back beyond the Neolithic.
Another widespread urban myth is the idea that whenever you have a bigger sales pipeline, you end up selling more. It’s the sort of misconception that leads marketing teams to drive to create an ever-larger number of MQLs without any regard for how many of them ever actually result in any revenue.
The simple fact is that there is no one-size-fits-all answer to the question of what the optimum coverage ratio for any specific sales pipeline is…Read More