Sales Pipeline Management

1h 10mIntermediate2018-01-10

Authors

Dean Karrel

Expert in Executive Coaching, Career Mentoring, and Sales Training

Course details

Truly successful sales professionals are able to focus on efficient and profitable ways of increasing sales to develop their business. They manage the sales process by diligently staying in tune with opportunities and actively monitoring account activity throughout the sales cycle. In this course, learn about proper sales pipeline management, to become more skilled at organizing leads, cultivating opportunities, forecasting outcomes, and closing sales.
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Learning objectives
Review the components of the sales process.
Describe the process in cultivating opportunities.
Explain what a salesperson should do if they hear “no” when closing a sale.
Define the purpose of following up after a sale.
Identify the business need for accurate sales forecasts.

Skills covered

Sales SkillsSalesDeep Dive (X:Y)

Concepts

0. Introduction

01 - Welcome
02 - What you need to know

1. Sales Foundations

03 - Organize, plan, and prep
04 - The sales process
05 - Coach and train
06 - Track - Spreadsheets to CRMs
07 - Revenue, expenses, and objectives

2. Pipeline Structure and Stages

08 - Align the process with the pipeline
09 - Leads and developing prospects
10 - Cultivate opportunities
11 - Solve the need and present
12 - Close the sale
13 - Communicate, follow up, and sell again

3. Review, Analysis, and Essential Metrics for Pipeline Management

14 - Sales forecast
15 - Proper pipeline maintenance
16 - Decision-making and analysis
17 - Dashboards

Conclusion

18 - Next steps