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If you’re like most sales organizations, your pipeline stages are average. They allow you to track sales, manage opportunities and provide a rough forecast. And then, when it’s crunch time, your pipeline fails you and you miss your number again. The reason? You don’t know what’s happening inside your sales funnel.

One big culprit in “blurry pipeline vision” involves stages that are too big. So, when is a pipeline stage too big? When you need too many “yes” answers, when too many sales efforts are required or when the stages are too complex to get to the next stage. When a stage is too big you don’t have the visibility you need to know if a deal is close to moving to the next stage or still at the beginning. The key is to break down these stages into a more manageable size.

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