When traveling to a new place, you are curious about the entire journey – your focus is not limited to just the starting point and the destination.
The sales process in an ideal world is similar to traveling to a new place. Every prospective lead at the top of the funnel is a unique journey but to the same destination.
But that is rarely the case.
More often than not, sales reps fall into the rut of a pattern. Their focus remains limited only to the bottom of the funnel. The journey in the middle takes a backseat.
This greatly impacts the sales pipeline.
What is a sales pipeline?
Like everything else in business, the sales process is a system.
A sales pipeline is a visual representation of every stage of your sales process.
Every lead has a different pace of moving through this pipeline – some skip a few stages, some take their own sweet time to reach the bottom, and many fall through the cracks!
Key Insights
Insufficient data and dependency on sporadic updates and spreadsheets by reps constantly derail you from effectively managing your sales pipeline.
An unhealthy sales pipeline is an unreliable source of revenue. But with the right tech stack and analytics tool, you can focus on the causes of pipeline risk for your reps and make amends before ‘deals’ get out of hand and slip through the cracks!
