One question that I am often asked by sales executives, sales managers and even sales reps is: “How can I improve my sales pipeline?” This question comes up most frequently at the end of the quarter or year, when sales professionals have often realized that they are not where they want to be relative to their goals. Many will have even started to answer the question themselves by coming up with “magic ratios” such as having 3x the amount they need to close in their pipeline. One VP of Sales even told me, “I just tell my guys to put more in; if there is more going in, there has to be more coming out.” If it was only that simple! There are three ways to improve your sales pipeline:

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