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Building a resilient pipeline drives business growth and value

This article was based on the interview with Bayley Fesler and Annie Jones from Xactly by Greg Kihlström for The Agile Brand with Greg Kihlström podcast. Listen to the original episode here:

One crucial aspect of alignment in business is the development of a resilient pipeline. A resilient pipeline refers to a sales organization’s ability to maintain a healthy and diverse portfolio of potential deals. It means not relying on a single deal to determine the success of a quarter or month. Instead, it involves having multiple opportunities in the pipeline, ensuring that even if one deal falls through, there are others to fall back on.

A resilient pipeline is essential for driving business growth. It provides stability and reduces the risk of relying too heavily on a single deal. By diversifying the pipeline, organizations can spread out their revenue streams and mitigate the impact of any potential setbacks. A revenue operations, or RevOps, team can play a critical role here.

Furthermore, a resilient pipeline allows sales teams to adapt and pivot quickly in response to changing market conditions. It provides the flexibility needed to adjust strategies and tactics as necessary. This adaptability is crucial in today’s fast-paced and ever-changing business landscape.

Building a resilient pipeline requires careful planning and strategic decision-making. It involves setting up sales teams for success by providing them with the necessary tools, resources, and support. It also requires implementing scalable processes and policies that can accommodate growth and change.

One way to achieve a resilient pipeline is through the use of technology and artificial intelligence (AI). AI can help identify patterns and trends within sales organizations that may not be easily identifiable otherwise. It can provide valuable insights and act as a second or third opinion in decision-making processes. Additionally, AI can automate data extraction and analysis, saving time and allowing sales teams to focus on more critical tasks.

Incentive compensation also plays a significant role in driving a resilient pipeline. By aligning compensation plans with desired behaviors and outcomes, organizations can motivate sales teams to focus on the right priorities. Transparency in compensation plans allows sales reps to see how their actions impact their earnings, creating a sense of competition and motivation.

Moreover, incentive compensation provides valuable data that can inform decision-making and drive the right behaviors. By analyzing compensation data, organizations can identify unintended impacts and adjust their strategies accordingly. This data-driven approach ensures that the organization is driving the behavior it wants to see and aligning with its overarching goals and strategies.

In conclusion, a resilient pipeline is crucial for driving business growth. It provides stability, adaptability, and the ability to pivot quickly in response to changing market conditions. Building a resilient pipeline requires careful planning, strategic decision-making, and the use of technology and AI. Additionally, incentive compensation plays a significant role in motivating sales teams and driving the right behaviors. By investing in a resilient pipeline, organizations can position themselves for long-term success and maximize their business growth potential.

House of the Customer by Greg Kihlström is now available.
House of the Customer by Greg Kihlström

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