The Revenue Blog /
Does The 5X Pipeline Mean A Lack Of Trust In Your Deals?
Sharad Verma
September 7, 2019
4 min read
Pipeline conversion is a recurring topic in revenue meetings at growing companies. It is a number used to determine various go-to-market programs, sales hiring, and business plans for the year. Nowadays, many sales leaders prefer to see a 5X pipeline, which means if the revenue goal is $20 Million, they want to see opportunities worth at least $100 Million in the pipeline.
Let’s say the sales process is an engine that takes “pipeline” as an input and produces “closed-won deals” as an output. The issue is that this engine can still be a black box for most growing companies. So the only way for companies to increase their output (closed-won deals) is by increasing their input (pipeline).
Sales engines usually resemble a black box at growth companies due to —
Rather than solving the inefficiencies in the sales processes (engine), the focus shifts to generating additional inputs. However, over time, these inefficiencies lead to a significant issue choking the entire sales process (engine), thus continuing the vicious cycle between an inflated pipeline and missing forecasts. Common inefficiencies that exist in such 5X pipelines are:
How can growth companies improve the efficiency of their sales engine?
By using a sales intelligence platform like BoostUp.ai, sales teams can focus and overcome the above inefficiencies by bringing actionable intelligence out of their sales data. BoostUp.ai collects information from CRM, emails, calendars, zoom meetings, LinkedIn, etc. and uses AI/ML technologies to mine and communicate the right signals. These communications get delivered via email alerts, slack messages, voice alerts like Alexa skills, and an intuitive web app that is perfect for field teams.
Sales and sales operations leaders love BoostUp.ai because they find actionable intelligence in their current deals within 24 hours of using it.
If you would like to see a quick demo or do a trial using your existing data, please reach out at demo@boostup.ai.
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