This document discusses accelerating pipeline momentum in sales. It begins with defining the sales pipeline and its objectives to improve sales management effectiveness and forecasting. It then outlines the basic stages of the sales process from prospecting to closing. Tips are provided for standardizing best practices, measuring efforts and results, and driving continuous improvement through collaboration and innovation. The goal is to close more and larger opportunities by managing the pipeline effectively.

2. PIPELINE MOMENTUM
Agenda
1. Pipeline Definition and Objectives
2. Basic ”Stages” of the Sales Process
3. Sales Pipeline Management
4. Tips for Accelerating Pipeline Momentum

3. The Sales Pipeline is a visualization of the sales process
based on its progression throughout the transactional sales
cycle.
The Pipeline is one of the most important sales tools as it
helps the sales team understand the true potential of its
prospects and customers and helps improve sales
effectiveness.
The Sales Pipeline should include ALL pre-qualified
opportunities to maximize closing ratio and forecast
accuracy.
PIPELINE DEFINITION

4. • Improve Sales Management Effectiveness
• Improve Opportunity Closing Rate and Time
• Close More & Bigger Opportunities
• Improve Forecast Accuracy
• Maximize Sales Best Practices
PIPELINE OBJECTIVES

5. Stage 1: Prospecting
Stage in which we identify and qualify prospects (hunters) and / or
develop opportunities from existing accounts (farmers).
CRM: During this stage we measure the number of calls, visits,
conversions and new opportunities. Remember….If there are no
prospects, there is no pipeline!
BASIC STAGES OF THE SALES PROCESS

6. Stage 2: Qualification
During this stage we validate that the customer has a real purchase potential.
• Budget
• Authority
• Need
• Timeline
This process serves as a filter to identify customers with most potential (readiness
to buy) and establish opportunity follow-up plans, priority and focus.
CRM: During this phase we monitor the adherence to the qualification process and
we make a "Ranking" of prospects to prioritize those with the greatest potential. It is
also important to measure the conversion rate from prospects to opportunities.
BASIC STAGES OF THE SALES PROCESS

7. Stage 3: Needs Assessment
At this stage, the goal is to learn more about the true customer needs and wants.
Our mission is to find the right product or service for the potential customer. The
needs assessment effort is key to reducing lost deals and objections at closing
time.
Do not limit your efforts to uncover traditional needs, but also invest time to
understand personal goals, preferences, desires and even customer dreams.
Gather enough information to know them better and become an indispensable
value-add ally. As a benefit you may also impress the customer as they get to
experience a legitimate interest from you!
CRM: During this phase we monitor adherence to the process of capturing
personal, business, product and service needs.
BASIC STAGES OF THE SALES PROCESS

8. Stage 4: Value Proposition
At this stage we strive to offer the right product or service with
benefits and value that far exceeds customer expectations. We can
only achieve this if we thoroughly understand their needs and wants.
Our goal is to show the customer a better future with our company
as their indispensable value-added ally.
CRM: At this stage we monitor the implementation of best practices
in value proposition design (Best-Fit, ROI, TCV, etc.) and reconfirm
clear identification of the decision maker(s) and the decision-making
process (B2B)
BASIC STAGES OF THE SALES PROCESS

9. Stage 5 : Negotiation
When the customer seeks to adjust the terms and/or conditions of
the proposition, a critical negotiation process begins.
The key to this process is to apply the basic principles of pro-
active listening, assimilation, empathy and ”Win-Win” Objection
Handling strategies.
CRM: At this stage we monitor the implementation of closing
techniques, stage duration and include management/mentor
coaching and involvement as required.
BASIC STAGES OF THE SALES PROCESS

10. Stage 6: Closing
This is the final stage of the sales pipeline and it is met when the
customer accepts the order, purchase or service. Congratulations!
If the deal is lost (rejected), please be sure to capture the ”Lost
Reasons and Causes” and adopt solutions as part of your on-going
sales strategy and methodology.
CRM: At this stage we measure closing time, opportunity aging,
closing rates and adherence to the process. Ensure that best
practices have been used, collected, shared and automated as
applicable.
BASIC STAGES OF THE SALES PROCESS

11. SALES PIPELINE MANAGEMENT

12. SALES PIPELINE MANAGEMENT

13. Sales Pipeline
Opportunity Contact Name Sales Stage
Duratio
n
Forecast
Amount
Probabilit
y
Weighted
Forecast
Expected
Close
Date
Aging
Sales
Rep
Next Steps Closing Plan Competitors
Q2 Deals $377,000 $316,950
Company A Sally Jones Negotiation 10 $128,000 90% $115,200 05/23/11 15 Craig
Mtg Decision Maker Case Studies,
References and CEO
Involvement
Competitor 1 and
Competitor 3
Company B
Horace
Shackley
Negotiation 3 $100,000 90% $90,000 05/30/11 30 Larry
DM Persuasion Get Access to DM,
Avid Golfer (Round)
Competitor 1,
Competitor 9
Company C John Smith
Value
Proposition
120 $84,000 75% $63,000 05/27/11 425 Sandra
Deliver Proposal
ROI Analysis and
Steering Committee
Presentation
Unknown - RFP
Company D Jane Doe
Value
Proposition
5 $65,000 75% $48,750 06/30/11 10 Craig
Review Proposal, Last
Minute Changes
Connect the Dots with
our COO, well
connected to DM
Competitor 1
Q3 Deals $248,000 $124,000
Company E Ralph Finley Prospecting 1 $75,000 10% $37,500 06/15/11 5 Craig Schedule Meeting TBD Blank = Need to Ask
Company F Jennifer Mosely Qualification 2 $125,000 20% $62,500 06/03/11 7 Sandra
Involve Procurement,
Seem to be key DM´s
TBD Competitor 1 y
Competitor 4
Company G Grace Chu
Needs
Assesment
6 $48,000 30% $24,000 06/10/11 8 Larry
Schedule Needs
Assessment Call
TBD Competitor 1
SALES PIPELINE MANAGEMENT
Are Stages Coherent with Next Steps? What is Stage Duration Telling Us? Is Closing Date Consistent with Stage? Are Next Steps Actioned? Is Closing Plan Real? Who is my Main
Competitor? How Much Revenue can I count on for June? Who is the Sales Exec with the Most Deals? Which Deals Need Management Involvement?

14. TIPS FOR ACCELERATING
PIPELINE MOMENTUM
Standardize Your Best Practices:
The most effective sales teams invest time in identifying best practices and
defining standardized sales processes. Great teams have sales processes
(Methodologies) with clearly defined steps, activities and outputs that are
universally understood by every team member.
• Train your sales team in the "Why" of your processes
• Automate your best practices with workflows (automated tasks) Use ”Approvals”
to ensure compliance (ex: discounts)
• Validate that the minimum requirements are met (validation rules)
• Generate notifications involving stakeholders in a timely manner (e.g.
Management is notified at negotiation, not at closed lost stage)

15. Measure Efforts , Process Adherence & Results:
The most successful sales leaders measure all aspects of their sales process to make
better decisions and act pro- actively rather than re-actively.
• Sales Pipeline *
• Top 10 Opportunities *
• Wins vs. Objectives *
• Number and Types of Prospects
• Prospect Ranking
• Opportunity Conversion Rate (% Prospects= > Opportunities)
• Adherence to Best Practices (Key Processes / Methodology)
• Closing Rate (% Wins Opportunities)
• Forecast Accuracy
• Lost Sales Analysis (why are they lost ?)
• Even measure " tactical activities " ... push new products, up-selling , cross -selling, etc.
TIPS FOR ACCELERATING
PIPELINE MOMENTUM

16. Drive Continuous Improvement:
Periodically review all aspects of the process and focus on team/individual results to
promote collaboration & collective intelligence gathering.
• Use collaborative selling methods. Example: Real-time collaboration with internal, external (partners,
channels , contractors ) and customers (Chatter and Communities)
• Use an Idea Portal to promote internal and external innovation (Ideas)
• Involve key stakeholders (Marketing, Management and Customer Service) to develop joint initiatives
(Campaigns , TTR (Time to Revenue) Acceleration, Process Improvements , etc.)
• Measure Overall Commercial Performance (Work.com )
• Promote the professional development of your teams with recognition, training opportunities,
certification & incentives (Work.com)
Most best practices are born from within. Unlock the full potential of your organization!
TIPS FOR ACCELERATING
PIPELINE MOMENTUM

17. THANK YOU

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