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PRESSURE: Most salespeople find themselves running out of time, and options, to meet their quota as the end of each month nears.

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Perth
Geoffrey The stats you've put together for the pipeline is useful, and the best way to analyse whether you'll hit your quota each quarter or fall short. Also, understanding that you need to get to 'no' or 'yes' as quickly as possible at the top end of the pipeline is a critical skill for every sales person. It means that the pipeline is more accurate, and not a 'pipedream'. Thanks for the info you've laid out here. All useful. Jenny

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