Sales pipeline management is one of the most effective ways to increase revenue. Follow our best practices guide to improve your sales process today.

1. Best Practices for
Managing Your
Pipeline

2. • The sales pipeline/funnel is a visual representation
of all your team’s open opportunities.
• The results of all the lead gen, calls, emails,
meetings, and processes all come together to
create the sales pipeline.
• Mastering pipeline management is one of the most
effective ways to increase revenue because it helps
you find and improve areas of weakness.
Introduction

3. #1 - Know Thy Numbers
If sales managers know the averages they are able to
better predict and create predictable revenue. You
must know:
✴ New leads created per month by source
✴ Conversion rate of leads to opportunities
✴ Average Won Deal Size
✴ Average Sales Cycle Length
✴ Win Rate
✴ Total # of Open Opportunities

4. # of open opps x win rate x average deal size
average sales cycle
Pipeline Velocity Metric

5. 5
Pipeline
Velocity Metric

6. #2 - Execute Regular Pipeline Reviews
Pipeline Reviews focus on opportunities that are at the top and in the
middle of the funnel. In Pipeline Reviews:
✴ Sales teams can review the quality of opportunities recently added
to the funnel
✴ Sales managers can have a greater influence on the outcome
because these are newer opportunities
✴ Sales reps and managers have a more comprehensive view of the
entire pipeline

7. #3 - Focus On Small Improvements
at Each Stage of The Funnel
✴ Limited focus on quality opportunities can be
detrimental to their pipelines.
✴ Small improvements in pipeline management by
funnel stage can lead to some promising
results.

8. #4 - Keep Those Pipes Clean
• Just like with a marketing funnel, a sales funnel must
be optimized and measured.
• Use Pipeline Reviews as an opportunity to eliminate
weak sales opportunities.
• A percentage of the opportunities in your team’s
funnel are WAY outside of your strike zone.
• According to Aaron Ross, “every month, go in and
clear your pipeline clutter to create space for new,
high quality opportunities.”