Pipeline Management

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

Principle #5 covers:

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

How Will This Help

Pipeline Management

What does it stand for?

Suspect, Prospect, Approach, Negotiate, Close, Order, Pay

What is it & what does it do?

How to create value from 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

You will have access to best practices that make an impact on you Sales Pipeline. Helping you see the impact of a Sales Pipeline across your organisation. Connecting together Sales & Marketing to drive more sales. Being effective in you 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 & use the tools within this Toolkit to 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)

Pipeline Management Process Overview

Toolkit Content

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

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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