Pipeline management is all about the relentless application of the sales process. What allows sales leaders to track progress, and make course corrections, are the verifiable outcomes that have been identified for each stage of the process. The completion of outcomes in one stage leads naturally to the next stage and the next, and so on down the pipeline. With the confirmation of verifiable outcomes, sales leaders gain confidence in pipeline forecasts – and can manage or coach through any hiccups along the way.
Richardson’s Pipeline Management performance improvement solutions help salespeople and their managers apply solid fact-based analysis to managing a pipeline. This highly customized program provides a variety of strategic, web-based and classroom-based learning tools that align with an organization’s sales objectives, language, and CRM. Participants objectively assess their individual pipelines and, based on best practices of the organization, identify key behaviors to move opportunities through more quickly. The end result of this intensive program: salespeople are more critical and strategic about making fact-based decisions on where to invest their time, and sales managers are poised to dramatically increase the quality and integrity of the sales funnel to more effectively achieve business objectives and sales quotas.