Do you have zombies in your pipeline? You know those opportunities that have stalled out and are shuffling along or just stopped moving altogether. They are for all intents and purposes lost deals but the rep has usually forgotten to close them out or has kept them open in a vain attempt to resurrect the deal.
As we all know, the accuracy of a pipeline is only good if opportunities truly belong at a certain stages. So, how do we combat these “walking dead” in the sales and marketing pipeline? The problem can be attacked from two ends, reporting and management.
In the example above, the pipeline of Rep 1 and Rep 4 would warrant further investigation.