Does your company have an effective sales pipeline management process?

Without clear expectations of the details required for every sales opportunity at each stage, a pipeline review typically devolves into a series of vague responses — “waiting to hear back,” “calling next week,” “reviewing the proposal” — perpetuating ineffective sales tactics and prolonging dead end deals. It’s no wonder that salespeople get frustrated, and either check out or go through the motions at pipeline meetings. Implementing and managing a clearly defined, rigorous pipeline process can be challenging at first. Yet, once implemented, and combined with the right training and sales tools, your salespeople will be more effective, with higher morale, and most importantly, achieve better sales results.