The lead to sales process is the most important part of any sales person’s role. The only way to achieve your target is to ensure you have more prospects in the pipeline than you need to achieve the target even if they were all to buy your product, or service. The sales representative needs to know where in the sales cycle each prospect is positioned.
Fortunately CRM’s like Salesforce allow you to move prospects through pre-defined sales stages so that the Rep and the Sales Manager can quickly see what activities need to be done and on which customer the Rep should focus these activities.
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