Building a sales pipeline is a critical component to the inside sales process. Yet, most sales leaders have no idea how their inside sales reps are fueling the top of the pipeline. Imagine any other manager in an organization not knowing how their direct reports spend their time.
The issue is compounded when you realize that it's 100 times more difficult to get a prospect into the pipeline than it is to close that business.
This article will outline solutions for fixing this problem.