Revenue Growth:
An Action Plan for
Sales Leaders
See your way to smarter decisions across your pipeline, forecast, and team.
Revenue growth is the dream, but trying to get there can feel like a nightmare. Leads pile up, deals freeze, sales reps go rogue, and growth stalls.
Every problem in sales starts with a blind spot — and can be solved with visibility. We'll show you how visibility pays off across your pipeline, forecast, and team.
Adapt, grow, repeat — in the three areas that matter the most.
PIPELINE MANAGEMENT
FORECASTING
ENABLING YOUR TEAM
Know And Grow Your Pipeline
Small pipeline problems turn into big revenue blockers if you don’t spot them in time. They might take the form of a bad pipeline mix, deals getting pushed out, or single-threaded conversations that pin the outcome of a deal onto one stakeholder.
Actions to better pipeline management:
Gather all your pipeline data into one consolidated view across the whole sales process, from lead to inked deal.
Give your busy sales reps a break with automated workflows. Replace manual data entry with a CRM that logs data (like calls, emails, and notes) automatically.
Visualize deals in motion so you can step in and take action when it counts — for example, by moving deals to the next stage, or nurturing an opportunity at risk.
ALEX LINDUS
OWNER, LINDUS CONSTRUCTION
Alex increased close rates by 5% with a new pipeline dashboard.
ALEX LINDUS
OWNER, LINDUS CONSTRUCTION
Alex Lindus wanted to see beyond close rates and understand how his sales reps were closing. So he created a set sequence of meetings and conversations allowing him to pull standardized data into a shared dashboard. Now everyone can visualize when a sequence is out of whack.
“If your first visit goes great, but then your second visit takes four times as long as it should, I know you’re having trouble overcoming objections, and I can coach you to improve.”
Resources for better pipeline management
Article
What Is Revenue Intelligence? A Complete Guide
Blog
The 7 dashboards every sales leader needs
Product Tour
How Sales Cloud powers pipeline management
Make Big Forecasts (And Hit Them)
Growth is one thing. Predictable growth is everything. A successful company shows consistency year over year, and the forecast is where it all begins. Blind spots in your forecasting process can create disagreements about how opportunity stages and categories are defined. This can lead to missed quotas and revenue shortfalls.
Actions to better forecasting:
Create one single source of truth for all your forecasting data, and create a repeatable structure for your sales processes.
Make your reps more productive by automating everything you can, such as roll-ups from opportunity data to forecasting data.
Quickly see strengths and weaknesses you can act on, like campaigns and plays. Make smarter decisions sooner, so you can meet growth targets.
NIKKI IVEY
HEAD OF GROWTH DEVELOPMENT, CULTURED PERSPECTIVE
Nikki increased forecast accuracy by 80% with predictive analytics.
NIKKI IVEY
HEAD OF GROWTH DEVELOPMENT, CULTURED PERSPECTIVE
Nikki Ivey found runaway inflation in her client’s forecast. “The pipeline was $500K over target. That was $500K of hopes and wishes and dreams. Every sales rep had a different way of looking at their forecast, and it was all emotional. Their deals were done for, but they didn’t want to let them go.”
She brought the data into a CRM, purged the junk, and used predictive analytics to see around the corner. “AI lets me answer questions that make forecasts more accurate, like whether a deal is at risk. I can know where to focus and intervene before the quota is missed.”
Resources for more flexible and accurate forecasting
Guide
The complete guide to buiding a sales forecast
Trailhead
How to optimize your forecasts in Trailhead
Product Tour
How Sales Cloud powers forecasting
Enable Your Team — And Have Their Backs
The Great Resignation is real. Sales managers have to fight to hold on to their people every day. That can be hard to do when sales reps don’t feel supported to perform their best. You’re in trouble if sales reps use showmanship and confidence games to manage expectations — for example, by calling deals prematurely, sandbagging (underselling a deal’s potential), or going rogue to create selling processes on their own.
Actions to build a healthy sales team:
Identify and standardize best practices. Track how processes perform so you can keep experimenting, learning, and improving.
Give managers and reps clear visibility into what’s happening across the sales process — an activity timeline, the conversations in progress, and the stages of every deal.
Track deals in motion and take thoughtful action together. Unblock barriers that are stalling growth, spot meaningful opportunities to move deals along, and find coachable moments in sales calls.
LINDSEY BOGGS
GLOBAL DIRECTOR OF SALES DEVELOPMENT, LUCIDWORKS
Lindsey identified a sales cadence that generated 40% of her pipeline.
LINDSEY BOGGS
GLOBAL DIRECTOR OF SALES DEVELOPMENT, LUCIDWORKS
Lindsey Boggs created a dashboard with seven different sales cadences and found that one cadence was responsible for 40% of the pipeline. That cadence became the rising tide that lifted all boats.
“We’re always bringing it back to the data. We created a personalization metric and found that if it reached a certain threshold, the average reply rate tripled. So now we obsess over personalization.” Learning from the data and taking smarter action is a journey her team takes together. It starts with visibility — looking at the same things.
Resources to grow and hold on to your people
Video series
Trailblazers share how they took sales digital
Salesforce + Video
"Diversity Sells"
Product Tour