Slow Down in Sales Velocity and Missing Pipeline Targets - 5 Ideas to Consider

The continued market uncertainties are creating a slew of challenges and opportunities for many leaders and their organizations. Based on our survey of global clients, the good news is that an estimated 48 percent are hitting their revised revenue goals for the year. 22 percent of this group is actually outpacing their ’22 targets, predominately in industrial manufacturing and financial services. Unfortunately, the bad news is that 58 percent are missing their opportunity pipeline, with 85 percent sharing that their average sales cycles have dramatically slowed. More importantly, 42 percent are missing even adjusted revenue targets. With fewer at-bats, every hybrid relationship touch point - physical/in-person, virtual/digital, and global matters more than ever. Cutting marketing budgets will certainly bring future challenges in revenue predictability, and recovery will remain sluggish for many companies.