Effective Pipeline Management: The One Key Thing Sales Managers Should be Doing

Pipeline management is one key strength that we see in all sales managers and a key opportunity we often see in sales organizations. Among these key strengths are deal-by-deal reviews. Sales managers are helping their sales people on specific deals. They look at the hot or important deals, the large deals or the deals overall. They are coaching and assisting their salespeople to ensure those deals move through the pipeline. There’s great work there, as well as a huge opportunity looking at the overall size, shape and velocity within the pipeline.

How do we make sure that twice a month we’re sitting down with salespeople and discussing what your overall pipeline is? Is it where it needs to be? If it’s not, what are we doing to make sure that you get to a position of a very healthy pipeline as soon as possible?

In terms of pipeline, continue the deal by deal. We have to do that; have to assist. We have to help the sales people with specific deals and ensure there’s a robust dialogue happening frequently around size, shape and velocity of situations within your pipeline. >>>> Contact us to learn more about how we can help you with your sales challenges.

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Scott Gilmore

About Scott Gilmore

Scott Gilmore is the SVP Sales and Marketing of Fusion Learning Inc., recognized by Selling Power as one of the Top 20 Sales Training Companies in North America. For more information, please call Scott at 416.424.2316

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