A Key Performance Metric
You’ve now built a solid sales pipeline and hopefully you have a strong CRM platform (e.g., Hubspot CRM, Salesforce, Zoho CRM, Microsoft Dynamics), to help you manage it. Keep in mind it’s still not enough. If you don’t monitor the performance of your pipeline, it’s like having a gym membership to get healthy but never going to the gym.
So how do you measure and monitor the health and performance of your sales pipeline? The easiest way to see if a salesperson, team, product, segment, or entire sales organization is going to meet their sales objectives is by calculating the sales velocity for these groups.