SlideShare a Scribd company logo
1 of 8
Best Practices for
Managing Your
Pipeline
• The sales pipeline/funnel is a visual representation
of all your team’s open opportunities. 

• The results of all the lead gen, calls, emails,
meetings, and processes all come together to
create the sales pipeline.

• Mastering pipeline management is one of the most
effective ways to increase revenue because it helps
you find and improve areas of weakness.
Introduction
#1 - Know Thy Numbers
If sales managers know the averages they are able to
better predict and create predictable revenue. You
must know:

✴ New leads created per month by source

✴ Conversion rate of leads to opportunities

✴ Average Won Deal Size

✴ Average Sales Cycle Length

✴ Win Rate

✴ Total # of Open Opportunities
# of open opps x win rate x average deal size
average sales cycle
Pipeline Velocity Metric
5
Pipeline
Velocity Metric
#2 - Execute Regular Pipeline Reviews
Pipeline Reviews focus on opportunities that are at the top and in the
middle of the funnel. In Pipeline Reviews:

✴ Sales teams can review the quality of opportunities recently added
to the funnel

✴ Sales managers can have a greater influence on the outcome
because these are newer opportunities

✴ Sales reps and managers have a more comprehensive view of the
entire pipeline
#3 - Focus On Small Improvements
at Each Stage of The Funnel
✴ Limited focus on quality opportunities can be
detrimental to their pipelines. 

✴ Small improvements in pipeline management by
funnel stage can lead to some promising
results.
#4 - Keep Those Pipes Clean
• Just like with a marketing funnel, a sales funnel must
be optimized and measured. 

• Use Pipeline Reviews as an opportunity to eliminate
weak sales opportunities. 

• A percentage of the opportunities in your team’s
funnel are WAY outside of your strike zone. 

• According to Aaron Ross, “every month, go in and
clear your pipeline clutter to create space for new,
high quality opportunities.”

More Related Content

What's hot

How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
 
business development sales plan
business development sales plan business development sales plan
business development sales plan Fraser Hay
 
Essential sales skill pdf
Essential sales skill pdfEssential sales skill pdf
Essential sales skill pdfJatinder Singh
 
How to Manage Your Sales Pipeline - 10 Tips!
How to Manage Your Sales Pipeline - 10 Tips!How to Manage Your Sales Pipeline - 10 Tips!
How to Manage Your Sales Pipeline - 10 Tips!Swati Gupta
 
B2B Sales Prospecting Methods
B2B Sales Prospecting MethodsB2B Sales Prospecting Methods
B2B Sales Prospecting MethodsAndriy Popov
 
Selling skills training
Selling skills training Selling skills training
Selling skills training Ahmed Othman
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handoutsGeorges Caron
 
Sales Cycle Management
Sales Cycle Management Sales Cycle Management
Sales Cycle Management Amin Sameni
 
Sales Opportunity Management
Sales Opportunity ManagementSales Opportunity Management
Sales Opportunity ManagementPipeliner CRM
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesRobin Singh Gill
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 
SPIN Selling Cheat Sheet
SPIN Selling Cheat SheetSPIN Selling Cheat Sheet
SPIN Selling Cheat SheetVishal Sharma
 
Sales Training PowerPoint Presentation Slides
Sales Training PowerPoint Presentation Slides Sales Training PowerPoint Presentation Slides
Sales Training PowerPoint Presentation Slides SlideTeam
 

What's hot (20)

How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
 
business development sales plan
business development sales plan business development sales plan
business development sales plan
 
Essential sales skill pdf
Essential sales skill pdfEssential sales skill pdf
Essential sales skill pdf
 
How to Manage Your Sales Pipeline - 10 Tips!
How to Manage Your Sales Pipeline - 10 Tips!How to Manage Your Sales Pipeline - 10 Tips!
How to Manage Your Sales Pipeline - 10 Tips!
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
 
B2B Sales Prospecting Methods
B2B Sales Prospecting MethodsB2B Sales Prospecting Methods
B2B Sales Prospecting Methods
 
Selling skills training
Selling skills training Selling skills training
Selling skills training
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handouts
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
 
Sales Cycle Management
Sales Cycle Management Sales Cycle Management
Sales Cycle Management
 
Basics of sales
Basics of salesBasics of sales
Basics of sales
 
Sales Opportunity Management
Sales Opportunity ManagementSales Opportunity Management
Sales Opportunity Management
 
Tips and Techniques for Closing the Sales
Tips and Techniques for Closing the SalesTips and Techniques for Closing the Sales
Tips and Techniques for Closing the Sales
 
The sales funnel
The sales funnelThe sales funnel
The sales funnel
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A Sale
 
Sales Fundamental
Sales Fundamental Sales Fundamental
Sales Fundamental
 
SPIN Selling Cheat Sheet
SPIN Selling Cheat SheetSPIN Selling Cheat Sheet
SPIN Selling Cheat Sheet
 
Sales Training PowerPoint Presentation Slides
Sales Training PowerPoint Presentation Slides Sales Training PowerPoint Presentation Slides
Sales Training PowerPoint Presentation Slides
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniques
 

Similar to Sales Pipeline Management: 8 Best Practices to Boost Revenue

Gt 3 4 tips to achieve pipeline accuracy v19 july10
Gt 3 4 tips to achieve pipeline accuracy v19 july10Gt 3 4 tips to achieve pipeline accuracy v19 july10
Gt 3 4 tips to achieve pipeline accuracy v19 july10Evergreen Growth Advisors
 
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineWebinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineDoble Group, LLC
 
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...ProductCamp Boston
 
Product Camp Talk 2014
Product Camp Talk 2014Product Camp Talk 2014
Product Camp Talk 2014Mark Shapiro
 
Sales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInSales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInchristyaron
 
Channel Management Decisions and Training of Channel Members
Channel Management Decisions and Training of Channel MembersChannel Management Decisions and Training of Channel Members
Channel Management Decisions and Training of Channel MembersMegha Anilkumar
 
Sales quota by sani gandhi, Brcm, surat
Sales quota by sani gandhi, Brcm, suratSales quota by sani gandhi, Brcm, surat
Sales quota by sani gandhi, Brcm, suratSunny Gandhi
 
L&D for the Win: Help Sales Seal the Deal
L&D for the Win: Help Sales Seal the DealL&D for the Win: Help Sales Seal the Deal
L&D for the Win: Help Sales Seal the DealIntegrity Solutions
 
Minimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessMinimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessJohn Golden
 
4 Pillars of a High Performing Sales Process to Overcome Challenges
4 Pillars of a High Performing Sales Process to Overcome Challenges4 Pillars of a High Performing Sales Process to Overcome Challenges
4 Pillars of a High Performing Sales Process to Overcome ChallengesLeadSquared
 
What marketing automation reports should you be sharing with management
What marketing automation reports should you be sharing with management What marketing automation reports should you be sharing with management
What marketing automation reports should you be sharing with management engage digital
 
Management of Sales Territories and Sales Quotas OK.ppt
Management of Sales Territories and Sales Quotas OK.pptManagement of Sales Territories and Sales Quotas OK.ppt
Management of Sales Territories and Sales Quotas OK.pptRohitPawar477072
 
05 6e Sale Management module 04
05 6e Sale Management module 0405 6e Sale Management module 04
05 6e Sale Management module 04ahmadUzair16
 
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexSMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexayushpednekar22
 
Best Practices Session - Laura Roach, Xactly CompCloud
Best Practices Session - Laura Roach, Xactly CompCloudBest Practices Session - Laura Roach, Xactly CompCloud
Best Practices Session - Laura Roach, Xactly CompCloudLaura Roach
 
A CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredA CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredInsightSquaredTeam
 
SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3Laura Roach
 

Similar to Sales Pipeline Management: 8 Best Practices to Boost Revenue (20)

Gt 3 4 tips to achieve pipeline accuracy v19 july10
Gt 3 4 tips to achieve pipeline accuracy v19 july10Gt 3 4 tips to achieve pipeline accuracy v19 july10
Gt 3 4 tips to achieve pipeline accuracy v19 july10
 
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineWebinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
 
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...
How do you measure up? A crowd-sourced, cross-pollinated discussion on evalua...
 
Pipeline management
Pipeline managementPipeline management
Pipeline management
 
Product Camp Talk 2014
Product Camp Talk 2014Product Camp Talk 2014
Product Camp Talk 2014
 
Sales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedInSales Leader POV 2016Jun LinkedIn
Sales Leader POV 2016Jun LinkedIn
 
Channel Management Decisions and Training of Channel Members
Channel Management Decisions and Training of Channel MembersChannel Management Decisions and Training of Channel Members
Channel Management Decisions and Training of Channel Members
 
Pipeline Momentum English
Pipeline Momentum EnglishPipeline Momentum English
Pipeline Momentum English
 
Sales quota by sani gandhi, Brcm, surat
Sales quota by sani gandhi, Brcm, suratSales quota by sani gandhi, Brcm, surat
Sales quota by sani gandhi, Brcm, surat
 
L&D for the Win: Help Sales Seal the Deal
L&D for the Win: Help Sales Seal the DealL&D for the Win: Help Sales Seal the Deal
L&D for the Win: Help Sales Seal the Deal
 
Minimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessMinimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales Process
 
Ch4 management of territories
Ch4 management of territoriesCh4 management of territories
Ch4 management of territories
 
4 Pillars of a High Performing Sales Process to Overcome Challenges
4 Pillars of a High Performing Sales Process to Overcome Challenges4 Pillars of a High Performing Sales Process to Overcome Challenges
4 Pillars of a High Performing Sales Process to Overcome Challenges
 
What marketing automation reports should you be sharing with management
What marketing automation reports should you be sharing with management What marketing automation reports should you be sharing with management
What marketing automation reports should you be sharing with management
 
Management of Sales Territories and Sales Quotas OK.ppt
Management of Sales Territories and Sales Quotas OK.pptManagement of Sales Territories and Sales Quotas OK.ppt
Management of Sales Territories and Sales Quotas OK.ppt
 
05 6e Sale Management module 04
05 6e Sale Management module 0405 6e Sale Management module 04
05 6e Sale Management module 04
 
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexSMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
 
Best Practices Session - Laura Roach, Xactly CompCloud
Best Practices Session - Laura Roach, Xactly CompCloudBest Practices Session - Laura Roach, Xactly CompCloud
Best Practices Session - Laura Roach, Xactly CompCloud
 
A CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquaredA CRO's view of the ultimate sales ops partner - InsightSquared
A CRO's view of the ultimate sales ops partner - InsightSquared
 
SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3
 

More from Sales Hacker

Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
 
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
 
How to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesHow to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
 
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
 
Your Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionYour Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
 
A Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsA Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
 
How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
 
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelThe Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
 
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsBuyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
 
3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
 
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetComprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
 
Comprehensive Encyclopedia of Sales Plays
Comprehensive Encyclopedia of  Sales PlaysComprehensive Encyclopedia of  Sales Plays
Comprehensive Encyclopedia of Sales PlaysSales Hacker
 
Defining sales enablement charter 2021
Defining sales enablement charter 2021Defining sales enablement charter 2021
Defining sales enablement charter 2021Sales Hacker
 
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
 
How to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationHow to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
 
Workshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceWorkshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
 
The Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologyThe Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologySales Hacker
 
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOThe Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
 
3 Techniques That Will Transform Your Deal Execution
3 Techniques That Will Transform  Your Deal Execution3 Techniques That Will Transform  Your Deal Execution
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
 
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessFrom Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
 

More from Sales Hacker (20)

Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...
 
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...
 
How to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply RatesHow to Put the “Person” in Personalization and Get 10+% Reply Rates
How to Put the “Person” in Personalization and Get 10+% Reply Rates
 
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
2021's Hidden Sales Problem: This Playbook will 2-5X your Pipeline
 
Your Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International ExpansionYour Global Sales Playbook: How to Take on International Expansion
Your Global Sales Playbook: How to Take on International Expansion
 
A Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized EmailsA Repeatable Process for Crafting Perfectly Personalized Emails
A Repeatable Process for Crafting Perfectly Personalized Emails
 
How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021How A 'One Team' Mindset Fuels Revenue Growth in 2021
How A 'One Team' Mindset Fuels Revenue Growth in 2021
 
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelThe Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model
 
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsBuyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams
 
3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation3 Ways to Improve Your Inbound Process with Automation
3 Ways to Improve Your Inbound Process with Automation
 
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat SheetComprehensive Encyclopedia of Sales Plays Cheat Sheet
Comprehensive Encyclopedia of Sales Plays Cheat Sheet
 
Comprehensive Encyclopedia of Sales Plays
Comprehensive Encyclopedia of  Sales PlaysComprehensive Encyclopedia of  Sales Plays
Comprehensive Encyclopedia of Sales Plays
 
Defining sales enablement charter 2021
Defining sales enablement charter 2021Defining sales enablement charter 2021
Defining sales enablement charter 2021
 
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)
 
How to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” PersonalizationHow to Book More Meetings w/ “Persona-Based” Personalization
How to Book More Meetings w/ “Persona-Based” Personalization
 
Workshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting SequenceWorkshop: Breaking Down a Real Outbound Prospecting Sequence
Workshop: Breaking Down a Real Outbound Prospecting Sequence
 
The Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and TechnologyThe Link between Sales Happiness, Performance and Technology
The Link between Sales Happiness, Performance and Technology
 
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOThe Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO
 
3 Techniques That Will Transform Your Deal Execution
3 Techniques That Will Transform  Your Deal Execution3 Techniques That Will Transform  Your Deal Execution
3 Techniques That Will Transform Your Deal Execution
 
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessFrom Call to Close: Three Strategies to Uplevel Your Entire Sales Process
From Call to Close: Three Strategies to Uplevel Your Entire Sales Process
 

Sales Pipeline Management: 8 Best Practices to Boost Revenue

  • 2. • The sales pipeline/funnel is a visual representation of all your team’s open opportunities. • The results of all the lead gen, calls, emails, meetings, and processes all come together to create the sales pipeline. • Mastering pipeline management is one of the most effective ways to increase revenue because it helps you find and improve areas of weakness. Introduction
  • 3. #1 - Know Thy Numbers If sales managers know the averages they are able to better predict and create predictable revenue. You must know: ✴ New leads created per month by source ✴ Conversion rate of leads to opportunities ✴ Average Won Deal Size ✴ Average Sales Cycle Length ✴ Win Rate ✴ Total # of Open Opportunities
  • 4. # of open opps x win rate x average deal size average sales cycle Pipeline Velocity Metric
  • 6. #2 - Execute Regular Pipeline Reviews Pipeline Reviews focus on opportunities that are at the top and in the middle of the funnel. In Pipeline Reviews: ✴ Sales teams can review the quality of opportunities recently added to the funnel ✴ Sales managers can have a greater influence on the outcome because these are newer opportunities ✴ Sales reps and managers have a more comprehensive view of the entire pipeline
  • 7. #3 - Focus On Small Improvements at Each Stage of The Funnel ✴ Limited focus on quality opportunities can be detrimental to their pipelines. ✴ Small improvements in pipeline management by funnel stage can lead to some promising results.
  • 8. #4 - Keep Those Pipes Clean • Just like with a marketing funnel, a sales funnel must be optimized and measured. • Use Pipeline Reviews as an opportunity to eliminate weak sales opportunities. • A percentage of the opportunities in your team’s funnel are WAY outside of your strike zone. • According to Aaron Ross, “every month, go in and clear your pipeline clutter to create space for new, high quality opportunities.”