Pipeline Management

Is there a Sales pipeline and Lead Management process in place & is it effective?

If Sales is the lifeblood of an organisation, the Sales Pipeline is the circulatory system that carries it around in a logical order as efficiently as possible.

Principle #5 covers:

Pipeline Management - Is driving growth & focuses the businesses effort
- KPI's are understood & used to drive performance
The Pipeline - Is used to forecat & connects directly to other business functions
- Is visible throughout company
- Creates confidence about the business performance
Lead Management
- Practices are in place to actively fill the Pipeline.
- Has a feedback loop that helps build the future
Customer Value Propositions

How Will This Help


What does it stand for?

Suspect. Prospect. Approach. Negotiate. Close. Order. Pay.

What is it & what does it do?

SPANCOP is a system I use to break down the overall process of sales, to identifying your market to being paid.

Utilising this properly, creates value from the Pipeline Management practices by prioritising opportunities and understanding what needs to be done at each stage.


Will give you an overview of the things that you need to be aware of in Pipeline Management. It will also give you a visual representation of what a Sales Pipeline looks like & the value of getting it right for Sales Professionals.

Toolkit Content

1 Page Summary & Pipeline Management visual






Pipeline Management Bundle

Get access to best practices that make an impact on your Sales Pipeline.

Helping you see the impact of a pipeline across your organisation. Connecting together Sales & Marketing to drive more sales. Being effective in your Sales Pipeline Management practices will deliver more organisational focus on the right opportunities & therefore will deliver more sales.

You will be able to assess your current approach to Pipeline Management practices when measured against world class sales organisations. 

Using the tools within this Toolkit you can make changes that will increase the numbers of successful sales outcomes.

Toolkit Content

All Pipeline Management Materials

Pipeline Management Transcript & Checklist

Toolkit Content

1 x Pipeline Management Transcript (an introduction & overview of what Pipeline Management is) 1 x What is Good Checklist (inc’ self assessment)

Own the resource to work from and reproduce across your business to ensure that pipeline management goals and strategies are implemented and maintained to a leading standard.


Pipeline Management Process Overview

Toolkit Content

1 x Pipeline Management Process Overview (what needs to be done at each stage of the Sales Pipeline)

Referring back to SPANCOP, this toolkit goes into detail on each stage to ensure you implement it correctly.



Business Strategy

Leadership has a genuine commitment to develop
Sales Excellence.

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Growth Management

Meaningful targets are set & the business performance is made visible.

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Sales Leadership

Managers spend their time on business performance and people development.

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Sales Execution

Sales Standards are clear & consistency in Sales Execution is achieved.

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