Episode 34: Differentiating the Activity Pipeline From the Opportunity Pipeline

It's often been said that nobody goes to school for sales, and even less people went to study sales leadership. Unfortunately, this has resulted in generations of sellers and leaders with poor to no understanding of what it means to make data-driven decisions.

In this episode of the Selling SaaS podcast, Duane talks about the lack of capabilities and skill sets needed to really drive growth in sales leaders today, specifically in interpreting the wealth of data and metrics available to us today. Duane focuses on the difference between the activity pipeline and the opportunity pipeline, and why knowing such things can really help drive growth in your organization.

HIGHLIGHTS:

In this episode, we discuss the following:

00:53 The problem that middle management has to solve

02:28 Looking at the data side of sales

03:22 The activity pipeline vs the opportunity pipeline

05:50 How sales managers can effectively leverage sales data

We cover some wide-ranging topics, including getting the most out of your team as a leader and building frameworks for them to thrive within.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

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