Sales Pipeline Management A Detailed Guide To Grow Your Revenue
INTRODUCTION As per a recent report by Harvard Business Review, companies with structured sales pipeline management process reported 28% higher revenue growth . WHAT IS SALES PIPELINE MANAGEMENT? Pipeline management in sales is a scientific way to capture, measure and analyze your sales opportunities and their corresponding sales stages. It allows you to make data-driven decisions rather than just intuition and gut. It is also commonly referred to as Funnel Management in sales. It is an integral part of any sales management process. WHY IS SALES PIPELINE MANAGEMENT IMPERATIVE FOR STRATEGIC DECISIONS? For your business to thrive, you will need to make many strategic decisions on a daily basis. Decision making in sales is most effective when you have answers to questions like – How to accurately predict and forecast your business? What customer segments and industries offer the most opportunities for your offerings? Which territories or regions have the highest potential? How many opp