Sales Pipeline Management: Is your competition wirelessly accessing your network and downloading your customer records and quarterly sales data?

Sales pipeline management is the organization and tracking of prospects, goals, and quota as well as understanding whether certain deals need special attention.


Drive performance, identify trends and problem areas, employ initiatives, and align with cloud based transparency. As the name indicates, it is wide at the top because customers with all level of engagement enter and eventually the strongest leads are channeled to the bottom to be turned into successful sales. Failure to pass the build stage is an indicator of a fundamental problem in the configuration of your project and its best to address it immediately.


It is a moving picture of what is happening in your funnel to drive sales based on stages. The challenge for business leaders is determining what changes regarding management are temporary and what might be more lasting. The pipeline approach to forecasting revenue involves tracking and measuring organizations sales pipeline. For instance, giving demos requires a much different mindset and focus than pre-call prep or pipeline management.


When you know how your sales team works and what takes place at each step, adapting to a new sales strategy becomes easier and less-time consuming. Having a successful sales pipeline will keep your sales and marketing teams connected, while keeping data to help your organization improve its goals year after year. Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently.


It indicates which stage opportunities are at in your sales cycle and, ultimately, where the money is in your sales process. If your sales organization shifts focus from medium-sized organizations to attracting enterprise-level business, you might feel frustrated your pipeline is initially lighter. Rich customer profiles and sales productivity tools can help users to identify opportunities to maximize the impact of each interaction and streamline sales activities.


It is crucial to develop a sales pipeline to stay on top of sales opportunities to grow your business. Pipeline management should be something that helps you with decisions on whether more prospecting needs to take place or if your fulfillment team needs to be prepared. The content of your development pipeline will change over time as new projects progress from research to development and from development to the market.


Pipeline management includes how the sales pipeline is designed, how it is measured, and how it is used to drive sales rep performance. In fact, according to learnings growth in revenue is related to pipeline management. Every sales period you have to look at the rate that you are producing new sales pipeline and how much open sales pipeline you have on a daily, weekly and monthly basis in addition to the quarter.


However, at its most basic level, the sales pipeline is merely a representation of a companys sales process. It is important to realize that the sales pipeline is a great tool, but it also requires effort on your part to assure that it continues to benefit you. Get critical insights of how the deal is flowing by efficient lead management and lead scoring. An active stage is one where a sales rep is engaging with the prospect and you want to protect the lead for that sales person.

Want to check how your Sales Pipeline Management Processes are performing? You don’t know what you don’t know. Find out with our Sales Pipeline Management Self Assessment Toolkit: