Do your executive team and board know how much new (qualified) pipeline the company needs to generate per month? (This is the second most important metric to track, right after closed business.) Is the “new pipeline generated per month” number tracked at the board level? Are there a common language, and common definitions, for “prospects,” “leads” and “opportunities”? One of the biggest problems is usually mis-communication and misunderstanding of terms and metrics between executives and directors.
