Many sales executives can’t articulate the difference between pipeline management and sales forecasting. When asked if they do Pipeline Management, many answer “Yes, we have a forecasting call every Friday!” After one understands the difference they also realize they have no idea about the actual health of their pipeline. The old theory of having 3x or 4x in the pipeline has gone by the wayside. The health of the pipeline can be easily calculated with our proven formula. Once the pipeline health has been graded, we will teach sales managers and executives how to use accurate data and dashboards to better manage their sales teams.