Studies show that having a formalized sales process is the number one principle that yields revenue growth year after year. This should be the foundation of any sales department: a system for organizing and understanding open opportunities. This the key to a healthy and predictable pipeline. Once you have a strong foundation on which you can build increasing revenues, it’s time to look for methods of streamlining, optimizing, and otherwise improving your sales process.

For years now, the method of improving a formalized sales process have been to meet regularly with sales teams and discuss open opportunities. Studies show that the frequency and length of these meetings have been key indicators for effectiveness of sales meetings. The more frequently sales teams met and the longer they met for, the more relative revenue growth these teams would experience (longer meetings yielded 11% more annual revenue growth).