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Sales Pipeline Management: 8 Best Practices to Boost Revenue

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Sales pipeline management is one of the most effective ways to increase revenue. Follow our best practices guide to improve your sales process today.

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Sales Pipeline Management: 8 Best Practices to Boost Revenue

  1. 1. Best Practices for Managing Your Pipeline
  2. 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. 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. 4. # of open opps x win rate x average deal size average sales cycle Pipeline Velocity Metric
  5. 5. 5 Pipeline Velocity Metric
  6. 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. 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. 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.”