Pipeline Management
Pipeline management is the process of tracking and optimizing sales opportunities as they progress through different stages, from initial contact to closed deal.
Quick Definition
Pipeline management is the process of tracking and optimizing sales opportunities as they progress through different stages, from initial contact to closed deal.
Understanding Pipeline Management
Effective pipeline management requires clear stage definitions, regular pipeline reviews, and accurate data entry. Key metrics include pipeline coverage ratio, stage conversion rates, and average deal velocity. Sales managers use pipeline data to forecast revenue, identify bottlenecks, and allocate resources. In manufacturing with long sales cycles, pipeline management is crucial for maintaining visibility into future revenue and identifying stalled opportunities before they go cold.
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