Jeetu Mahtani says, “As a salesperson, it’s natural that your primary focus is hitting quota each month. But you also have to look ahead and set yourself up for success in the next month, and the month after that.

Maintaining a 30, 60, and 90-day pipeline is important for all salespeople, but especially so for reps who sell to small and medium businesses, a market in which sales cycles are short and acquisition velocity is fast.

Reps must consistently build net new pipeline that’s projected to close over their next three quota-carrying periods. This enables salespeople to consistently beat their number and avoid scrambling at the end of the month or quarter“.

Is Volume Enough? Using Data to Maintain a Predictable 90-Day Sales Pipeline

HubSpot

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