sales funnel sales pipeline management training

Reviewing Pipelines

Dramatically improve sales forecasting and visibility.

Empower sales managers with repeatable process to quickly review their team's pipelines and provide objective coaching.

The Reviewing Pipelines module provides sales managers with a repeatable, easy-to-master process for quickly reviewing their team’s sales pipelines and opportunities to provide meaningful and objectively-based coaching that improves their sales team skills.
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For Who

Sales Managers

Sales Leaders

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Format

Virtual instructor-led

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Duration

6 hours

Objectively Review Pipelines to Optimise Business Outcomes

Having an easy-to-use, consistent, client-focused pipeline process in place helps sales managers and professionals develop their analytical skills to better assess their pipelines and consistently drive revenue.

Reviewing Pipeline Module Overview

The Reviewing Pipeline module provides an overview of common sales management challenges and teaches sales managers to overcome them. In the training module, your sales management team learns how to analysze opportunities and then engage their seller's in effective opportunity reviews.

They learn how to perform a pipeline review to identify the potential yield of current opportunities, recognise stuck opportunities, and find ways to close gaps in individual sellers’ pipes.

Sales and Pipeline Management Process

Your sales managers will also develop skills and a plan to support the implementation of new processes and methodologies across the organisation. The result is a repeatable process illustrated in the image below.

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Module Benefits

Organisations whose sales managers have completed the module will improve their business outcomes by:

  • Improving sales pipeline forecast accuracy
  • Improving the ability of sales leadership to make investment decisions
  • Reducing costs and improving profitability
  • Embedding a repeatable process for sales performance throughout the organisation
female sales leader engaging a sales rep in a productive performance improvement conversation using the skills she has built by participating in training programs from Richardson's sales management curriculum

Brochure: Sales Management Curriculum

View our full listing of sales management training programs and modules.

Key Areas of Content

Evaluate Sales Pipelines for Consistent Productivity

We provide the analysis tools that help managers to evaluate the size, quality and velocity of sales professionals’ pipelines and opportunities efficiently, and determine what specific actions are required to ensure confidence in surpassing sales objectives.

Develop the Sales Team’s Skills

Analysis of pipelines and opportunities enables sales managers to identify the most relevant skill development opportunities for their people. We provide data driven methods and tools that enable managers to efficiently identify specific skills to be enhanced for each sales team member.

Forecast Accurately

Sales managers must be able to estimate their teams’ anticipated results accurately, in order to provide correct information to their companies’ operations and leadership. The Sales Management programme includes methods for tabulating forecasts of sales results with quality and precision.

Establish an Effective Sales Management Cadence

High performing sales teams establish a regular cycle of continuous improvement. The Sales Management programme provides the basis for a consistent cadence of sales inspection, review and coaching, and for establishing clear standards of selling quality and excellence.