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The Sales Pipeline
Written by: Colly GrahamArticle Overview: Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
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The Sales Pipeline
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.
Sales Pipeline Management is the key to successful sales forecasting, eliminating the "peaks and valleys" of the sales cycle, and reaching your sales goals on a consistent basis.
Sales Pipeline Management begins with the process of generating leads. In order for sales to emerge from the back end of the sales "funnel" on a consistent basis, prospects must be continuously added to the front end.
Understanding the principles of the Sales Pipeline Management process and knowing your sales professionals’ individual "numbers" is critical to managing the sales process. Sales Pipeline Management is a process, one that can be broken down into a series of steps that will guarantee your sales team will achieve their quotas.
“You can't manage sales, but you can manage activities”
Develop a sales plan designed to achieve the desired results
Build a Sales Pipeline Management strategy based on the sales plan
Identify the activity levels required to meet your sales goals, and implement an action plan based on those levels.
Provide measurement tools that both the sales and management teams can use for accurate assessment of the value of the Pipeline at any time in the sales cycle.
The value of the Sales Pipeline lies in four areas:
1. Management knows which leads are truly qualified, so you can prioritize where to allocate valuable resources. The goal is to get the right resources behind the best opportunities.
2. The disciplined use of the pipeline creates an accurate forecasting process that gets continually refined. You start to understand where sales get stalled.
3. The pipeline will help you determine where you need to focus your activities to achieve target.
4. It gets the sales management and the sales team involved and accountable for sales.
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Article Tags: accurate assessment, consistent basis, desired results, generating leads, management strategy, management teams, measurement tools, peaks and valleys, pipeline management, prospects, quotas, right resources, sales goals, sales performance, sales pipeline, sales professionals, strong sales, successful sales, valuable resources
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About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website  Click here to visit Colly's website   Value Added Selling Why People Buy Presenting the Sales Solution Voice Mail Friend or Foe Objections Common Responses |
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
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- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read
- I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be;
1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
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