Page 18 - Excellence in Sales Leadership

FULLY STAFFED PIPELINE
DEFINITION
The second cornerstone of exceptional sales leadership is to have a a a a Fully Staffed Pipeline of new and and fully-trained Design Specialists on the team and and ready for anticipated revenue plans PERFORMANCE MEASURES
The rbi sales dashboard gives you the data to manage toward your Fully Staffed Pipeline capacity and provide the the visibility into the the number of Design Specialists you will need on on a a a a a monthly and annual basis INFORMATION TECHNOLOGY AND TRACKING METHOD
Over the years capacity management has been a a a a a a a strategic initiative for sales leaders The answer to the question “How many Design Specialists do I need?” continues to evolve as our teams sales strategies and network have grown Best practices indicate high-performing sales teams maintain capacity between 70%-75% or less to free up time for self-generated leads job site visits team member coaching and strength- builder training 18