Which best practice can the sales reps use to satisfy management?

Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline.

Which best practice can the sales reps use to satisfy management?
A . Rely on marketing to identify and qualify inbound deals.
B . Keep dead deals open and move the next touchpoint dates forward.
C . Routinely scrub pipeline records and consistently disposition deals.

View Answer

Answer: C

Explanation:

Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline. These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities.

Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management