You want to manage your sales pipeline so you can see easily what you have in the short, medium and long term.
Based on some assumptions (that can be refined over time) it is possible to construct a model of a sales pipeline that can highlight where sales and marketing efforts should be focussed to increase the chance of a steady stream of business at a level that can be handled by the organisation. Most information can come from standard CRM activities.
- Pipeline can be visualised as a graph over time that shows when you've over scheduled or where to focus effort.
- Minimising data entry but getting quality information from your investment in systems.
- Too busy is as hard to manage as too quiet and understanding your pipeline is a tool for this.
- Commission, bonuses etc can be paid based on progress through the pipeline, leading to motivation in the right areas.