Pipeline management is focused on the deals you're trying to win next year. If you don't game plan to win next year, your at risk of missing important 3 year targets.
Pipeline management is focused on the deals you were trying to win last quarter. If you don't understand what opportunities you could have won, your at risk to have a lower commission check.
Pipeline management is focused on the deals you're trying to win right now. If you don't execute on the opps you have in your pipeline right now, you're at risk to miss your number or leave money on the table.
Pipeline Management is focused on accurately forecasting your sales numbers to the board of directors. If you don't forecast accurately, your pipeline will fall apart.
I don't know if reps are following process
I don’t have enough
Is it any good
I don't know if reps are working hard enough
I don’t know how much I need
Monitor the inflow (awareness)
Understand coverage needs
Shift activity to stabilize inventory
Analyze Sales Rep Activities
Do you know how many reps are hitting quota?
How many reps are you hiring per month?
Do you know how much pipeline is required to hit your number?
How has Salesforce been working for you?
Analyze your go to market strategy
Identify patterns of successful sales engagements
Manage to consistent execution
Hold team accountable for slippage
Do you know what contributes to changes in your pipeline?
How accurate is your forecast?
Are your reps hitting quota?
How long have you been in business?
Wasting time on time wasters
Running the wrong plays
Opportunities slipping through the cracks
Managers don't care about rep success
Reps are untrustworthy
Identify where you are going off track
Prioritizing upcoming doctors appointments
Visualizing your current quota
Deciding whether or not to come to work