Sales Pipeline Management
1h 10mIntermediate2018-01-10
Authors
Dean Karrel
Expert in Executive Coaching, Career Mentoring, and Sales Training
Course details
Truly successful sales professionals are able to focus on efficient and profitable ways of increasing sales to develop their business. They manage the sales process by diligently staying in tune with opportunities and actively monitoring account activity throughout the sales cycle. In this course, learn about proper sales pipeline management, to become more skilled at organizing leads, cultivating opportunities, forecasting outcomes, and closing sales.
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Learning objectives
Review the components of the sales process.
Describe the process in cultivating opportunities.
Explain what a salesperson should do if they hear “no” when closing a sale.
Define the purpose of following up after a sale.
Identify the business need for accurate sales forecasts.
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Learning objectives
Review the components of the sales process.
Describe the process in cultivating opportunities.
Explain what a salesperson should do if they hear “no” when closing a sale.
Define the purpose of following up after a sale.
Identify the business need for accurate sales forecasts.
Skills covered
Sales SkillsSalesDeep Dive (X:Y)
Concepts
Introduction
- Welcome
- What you need to know
Sales Foundations
- Organize, plan, and prep
- The sales process
- Coach and train
- Track - Spreadsheets to CRMs
- Revenue, expenses, and objectives
Pipeline Structure and Stages
- Align the process with the pipeline
- Leads and developing prospects
- Cultivate opportunities
- Solve the need and present
- Close the sale
- Communicate, follow up, and sell again
Review, Analysis, and Essential Metrics for Pipeline Management
- Sales forecast
- Proper pipeline maintenance
- Decision-making and analysis
- Dashboards
Conclusion
- Next steps