A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota. Which strategy would help the sales rep increase their pipeline health?
A. Be patient knowing that the numbers will eventually improve over time.
B. Challenge their manager about whether their sales quota is realistic.
C. Analyze the potential deal size and decision makers' authority.
C. Analyze the potential deal size and decision makers' authority.
Explanation: Analyzing the potential deal size and decision makers’ authority is the best strategy to increase the pipeline health, because it can help the sales rep to prioritize the most valuable and likely opportunities, and focus on influencing the key stakeholders who can approve the purchase. This can increase the average deal size and the win rate, and ultimately help the sales rep to achieve their quota. Being patient or challenging the manager are not effective strategies, because they do not address the root cause of the low pipeline volume, and may result in missed targets or reduced motivation. The sales rep should take proactive actions to improve their pipeline quality and quantity, and seek feedback and guidance from their manager if needed.