Sales Pipeline Management: 8 Best Practices to Boost Revenue
Best Practices for
• The sales pipeline/funnel is a visual representation
of all your team’s open opportunities.
• The results of all the lead gen, calls, emails,
meetings, and processes all come together to
create the sales pipeline.
• Mastering pipeline management is one of the most
eﬀective ways to increase revenue because it helps
you ﬁnd and improve areas of weakness.
#1 - Know Thy Numbers
If sales managers know the averages they are able to
better predict and create predictable revenue. You
✴ New leads created per month by source
✴ Conversion rate of leads to opportunities
✴ Average Won Deal Size
✴ Average Sales Cycle Length
✴ Win Rate
✴ Total # of Open Opportunities
# of open opps x win rate x average deal size
average sales cycle
Pipeline Velocity Metric
#2 - Execute Regular Pipeline Reviews
Pipeline Reviews focus on opportunities that are at the top and in the
middle of the funnel. In Pipeline Reviews:
✴ Sales teams can review the quality of opportunities recently added
to the funnel
✴ Sales managers can have a greater inﬂuence on the outcome
because these are newer opportunities
✴ Sales reps and managers have a more comprehensive view of the
#3 - Focus On Small Improvements
at Each Stage of The Funnel
✴ Limited focus on quality opportunities can be
detrimental to their pipelines.
✴ Small improvements in pipeline management by
funnel stage can lead to some promising
#4 - Keep Those Pipes Clean
• Just like with a marketing funnel, a sales funnel must
be optimized and measured.
• Use Pipeline Reviews as an opportunity to eliminate
weak sales opportunities.
• A percentage of the opportunities in your team’s
funnel are WAY outside of your strike zone.
• According to Aaron Ross, “every month, go in and
clear your pipeline clutter to create space for new,
high quality opportunities.”