One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3x pipeline coverage in order to achieve their quota. Where this “golden number” came from, nobody seems to know, but it’s a fair bet that it dates back beyond the Neolithic.
http://www.membrain.com/blog/size-isnt-everything-why-more-revenue-often-flows-from-smaller-pipelines
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