Let’s start at the beginning and define what a sales pipeline is! A sales pipeline is a visual representation that shows the entire sales process. It keeps track of all the customers your reps are currently negotiating with! From the time they are originally identified as leads until the point at which they become loyal customers of your business… and beyond.
Sales Pipeline Review
Having a sales pipeline is great, but it serves little purpose if you don’t monitor it. In a typical sales pipeline review the sales representatives meet with their managers to discuss the deals they have in their pipeline and the status of the sales process. These discussions evaluate barriers to deals closure and provide an opportunity to overcome such barriers. They offer support and inspiration, but more importantly, they paint the bigger picture of business.
Any organization with a sales pipeline at its core needs to do sales pipeline software reviews for a variety of reasons and KPIs to be checked.
How To Run A Sales Pipeline Review?
Sales pipeline reviews are a strategy used by high-performing teams to coordinate the entire business.
1. Assess your rep’s performance using your CRM before the sales pipeline software reviews.
To avoid wasting time getting caught up in the meeting itself, you must come prepared.
2. Ask for a brief summary of each deal from your rep.
Give them compliments (especially if you see that they have taken actions on past recommendations), and then go into their evaluation. During sales pipeline software reviews, ask your sales agents the following questions:
- How can we help the prospect make decision about this deal more quickly?
- What risks do we face, and how might we lessen them?
- What competitors do we face, and how can we distinguish ourselves?
- Which objections have you raised thus far, and how can we include those into our closing strategy?
- What caused this to stall? How can the urgency be increased?
3. Create an action plan for the deal and confirm their next steps.
Knowing the next step, a prospect will take in their journey will help you while dealing with them. Even if you successfully clinch a deal, you should be aware of who they will work with next and what to expect now that they are a customer. To hold your reps accountable and help them avoid a memory lapse, integrate these steps into the CRM.
The Final Word
A review of the sales pipeline is ongoing. So, sales pipeline software reviews must become ingrained in your company’s culture for it to be successful, and effective. Your sales reps and leaders should be aware of when and how it is going to take place so they may be well-prepared and make the most of it. Your pipeline value must increase overall. Increases in average deal size, deal volume, and conversion rates are required. A sales pipeline review’s objective is to ensure that deals proceed through the sales process as quickly as possible.
