Pipeline Management

Pipeline management is a process that’s responsible for overseeing and optimizing the journey of prospects who are in your sales pipeline, from their initial contact all the way through to the final purchase. Effective pipeline management requires a strategic approach that tracks progress, prioritizes activities, and identifies bottlenecks and opportunities for improvement. 

When managed right, pipeline management can unlock valuable insights, such as indications of which deals are likely to close, when they’re likely to close, and which of your reps are hitting their targets. In contrast, when a sales pipeline is full of deals without a strategy for analysis, it can be impossible to separate the deals worth focusing on from those that are unlikely to close.