Sales pipeline management involves tracking prospects, goals, and quotas to understand which deals need attention. The document discusses objectives for managing a sales pipeline such as having enough leads and ensuring the pipeline is moving. It also discusses practices for "pipeline hygiene" like identifying outdated opportunities. The opportunity management process involves identifying, analyzing, handling, and monitoring opportunities. Key aspects are developing strategies to optimize opportunities based on importance and likelihood, and regularly evaluating methods and performance of the opportunity management process.

1. Opportunity
Management;
Objectives; Conditions & Process

2. Business Function
Marketing Captured Leads
Marketing Qualified Leads
Lead gen rep determines match
Sales Qualified Leads
Prospect Criteria
Sales Opportunity
Sales reps manages
cycle
Won
“Closed/Won”
Lead Management
Marketing
Delivery
Opportunity
Management
Sales
Account
Management

3. Pipeline Hygiene
Sales pipeline management is the organization and tracking of prospects, goals, and quota – as well as
understanding whether certain deals need special attention.
Objective & Conditions:
 Do I have enough prospects at each stage of the pipeline?
 Is my pipeline moving?
 Do I have enough leads at the first stage to hit my target?
 Do I know which deals to focus on?
 Is my pipeline accessible and up to date?
 How do we qualify leads?

4. Practices to manage Pipeline Hygiene :
 Identifying sales opportunity that doesn’t have realistic expected closed dates.
 Identifying sales opportunities that are duplicates.
 Identifying opportunities that haven’t advanced in a long time (Past due opportunities), probably dead and
need to be closed out.
 Identifying Deals in your pipeline
 Identifying Stage-duration (average time spent in each stage)
 Impression per stage
 Average Cost per opportunity
 The percentage of leads that historically turn into opportunity (conversion rate)
 Average churn rate per month or quarter (If sales team work on churn)
 Sales velocity (time it takes to close a deal)
 Lead conversion rate

5. Opportunity Management Model: -
There is an opportunity when there is a likelihood that a favorable opportunity will occur and have a positive effect on the
performance of the business. Good opportunity management ensures the optimal, balanced and sustainable performance of the
company.

6. Opportunity Management Cycle & Opportunity
Management Process
Opportunity
Planning
Opportunity
Identification
Opportunity
Analysis
Opportunity
Handling
Opportunity
Monitoring
Identify opportunities
• What are the changes?
• What are the potential opportunities?
• What are the opportunities that can arise?
• Identify the level of opportunities: Importance & Probability.
Evaluate the opportunities
• Evaluate opportunities according to their importance and
likelihood.
Analyze the opportunities
• Where do the opportunities come from?
• What are the causes and consequences of opportunities?
• What are the uncontrollable opportunities?
• DevelopAction Plans
Possible actions:
• Maximize opportunities of high importance and probability.
• Check for opportunities that are high in importance and low
probability.
• Analyze opportunities of low importance and high probability.
• Temporarily ignore opportunities whose importance and probability
are low.

7. Objectives & Conditions
Objectives:
 Ensure optimal, balanced and sustainable performance of
the company
 Develop a comprehensive, systematic, integrated and
flexible method of identifying, evaluating, analyzing and
managing opportunities
 Develop best practices for managing opportunities
 Identify the best opportunities
 Better manage change
Conditions:
 Opportunity management must be aligned with the company’s
strategy
 Opportunity management must support performance
management
 Opportunity management should focus on the same
management activities as performance management,
performance tools, performance conditions, management skills,
stakeholder satisfaction
 The opportunity assessment system should focus on the most
important opportunities
 The opportunity management process must be simple and
remain simple and flexible

8. Practices
 Develop opportunity optimization strategies based on opportunity assessment levels.
 Reassess and regularly improve the methods for identifying, evaluating, analyzing and optimizing opportunities.
 Perform extreme situation simulations to measure the effectiveness of methods for optimizing opportunities.
 Organize refresher training managing opportunities.
 Develop information systems to provide all the information needed to manage opportunities.
 Regularly evaluate the performance of the opportunity management process.
 Identify correct account and create opportunity.
 Identifying open opportunities with past due close date & closed won opportunities without order mapping with sales team.

9. Thank You !