Sales Pipeline Management: The Key to Becoming a Successful Salesperson

sales pipeline management

As a salesperson, you know that selling is about convincing someone the solution to their needs is the product or the service that you offer. But in order to make a sale, there are many steps that your prospect needs to go through – i.e your sales pipeline. Which is why good sales pipeline management is essential.

The sales pipeline is an ensemble of steps that you systematically need to achieve when selling a product or a service.

It might be difficult to accept, but selling is not about the personal performance of one person; it is a process. Of course, some sales people are better than others at selling.  Some are so good they even have their own internal process, which they can’t even explain yet still win everything.

But this is not replicable. You need to create a clear sales funnel that every new salesperson joining the company can follow. If you haven’t defined a clear sales process, it is hard for you to succeed, but it is even harder for the new freshly recruited salespeople.

Having clear steps allows for better visibility on your pipeline. You can predict the next outcome, easily see where leads at the beginning of the process, and which one are at the end – those that you are more likely to close.

Sales Pipeline Management is The Key to Becoming a Successful Salesperson.

Our first recommendation for sales pipeline management: stop for a few minutes and think of your approach with customers. What steps are important to go through in order to turn a lead into a customer?

Here is an example of a standard sales pipeline:
Incoming > Qualified > Decision maker identified > Meeting set > Met > Proposal Sent > Closing

It is important that the steps indicate an evolution and action that has been completed. For example, “meeting” is not a good name as you don’t know if you have to set the appointment or even if you have previously met the person.

We do not think it is interesting to have steps in your pipeline such as follow up or re-call. These are actions that you can do at every step, and that do not symbolize a step towards the final goal: Winning the lead.

sales pipeline management

Once you have defined your sales pipeline, you need to equip yourself with a lead management software that enables you to customize your sales pipeline(s) as you please.

Inside, for example, you can build your sales pipeline in seconds, offering a complete overview of your leads.

As a salesperson, you will be able to know where you are at with your leads and know which ones to focus on, and the next sales actions to follow, in order to reach your goals. As a sales manager, you know how all your team is performing, easily intervene when needed if you see a lead that gets stuck in a step of the process.  It is also easy know how much money is at stake.

If you don’t have a clear sales pipeline yet, build one. If you don’t have a software to manage your leads in a clear pipeline, you can try to manage it efficiently and start closing more deals.

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