This document outlines effective strategies for managing a sales pipeline to meet revenue targets, emphasizing the use of real-time analytics, visualization, and data analysis for improved forecasting. It presents five key principles for successful sales management: analyzing past data, focusing on early-stage opportunities, continuous account growth, coaching as a performance enabler, and maintaining a positive perspective. The document advocates that good management is crucial for transforming resources into value and achieving tangible results.

1. M A N A G I N G Y O U R S A L E S P I P E L I N E
T O H I T Y O U R R E V E N U E TA R G E T S !
N I K O L A U S K I M L A
H O W T O O V E R C O M E U N R E A L I S T I C TA R G E T S & F O R E C A S T S

2. C E O
P I P E L I N E R S A L E S I N C .
!
!
W W W. N I K O L A U S K I M L A . C O M
N I K O L A U S K I M L A

3. Transactional Sale
Consulting Sale
Enterprise Sale

4. CSO Insights
2014 Key Trend Analysis

5. M A N A G E M E N T I S T R A N S F O R M I N G R E S O U R C E S I N T O VA L U E
You no longer need Red Bull
and late-night pizza to get what you want.
“Good management turns into what really counts: results”

6. R E A L - T I M E A N A LY T I C S C H A N G E T H E WAY Y O U M A N A G E F O R E C A S T S
Don’t let your quarterly numbers hinge on
subjective assumptions or instincts!
“Understand your pipeline at any given time & place.”

7. A L I G N I N G S A L E S W I T H T H E G O - T O - M A R K E T S T R AT E G Y
“The most effective sales managers use GTM strategies to
measure the health of their pipeline and how your
sales force fills it with the right mix of opportunities.”

8. A P I C T U R E S P E A K S 6 0 , 0 0 0 X FA S T E R T H A N A N Y W O R D O R D ATA
Eliminate complexity when explaining your sales data:
“Only through visualization can you persuade your
audience, connect & convince them.”

9. V I S U A L I Z AT I O N : “ Y O U D O N ’ T N E E D A N Y M A N U A L
W O R K A N Y L O N G E R T O G E T W H AT Y O U WA N T ! ”
• Eliminate friction by using
the universal language—
Visual
• Build a foundation of
understanding & relevance
• Ditch the explaining
mode, so you can make
fast & direct decisions

10. 5 P R I N C I P L E S

11. L E A R N F R O M T H E PA S T
P R I N C I P L E # 1

12. A N A LY Z E T H E T E A M & S A L E S P R O C E S S B Y S T U D Y I N G PA S T D ATA
You have to know about the productivity of your
Sales organization & the Sales process: “How effective is your
team at winning opportunities over time?”

13. S TA G E V E L O C I T Y P R O D U C E S A B E T T E R F O R E C A S T A N D W I N R AT E
“Stage velocity”is a visual display of how deals move
through the sales lifecycle. Identify dead deals &
patterns and correct course.

14. F O C U S I N G O N R E S U LT S
P R I N C I P L E # 2

15. T H E R E A R E N O S H O R T- C U T S T O G O O D S E L L I N G P R A C T I C E S
Effective sales managers live and die by forecasts.
“Historic data gives confidence and minimizes risk &
accurate predictions will close deals.”

16. E F F E C T I V E R E S O U R C E M A N A G E M E N T T H R O U G H E A R LY S TA G E F O C U S
Focusing on early stages can prevent
the unproductive firefighting of late stage opportunities.
“Identify quickly and progress efficiently through all stages.”

17. G R O W T H P L A N N I N G
P R I N C I P L E # 3

18. A C C O U N T G R O W T H I S A N O N G O I N G M I S S I O N , N O T A 1 - T I M E E V E N T
Effective sales organizations more frequently rock
account planning and value the process for
launching effective strategies for growth.

19. T U R N I N G O P P O R T U N I T I E S I N T O S T R AT E G I C A C C O U N T S
You need to build highly valuable relationships.
“Address customer problems with insight, educate with new
ideas or perspectives and collaborate with them.”

20. E X C E L L E N C E C O A C H I N G
P R I N C I P L E # 4

21. C O A C H I N G I S T H E K E Y E N A B L E R T O G R E AT P E R F O R M A N C E
As a Sales Manager you are a coach and a mentor.
“You have to be predictable and dependable
to bring outstanding sales results.”

22. S A L E S M A N A G E M E N T S H O U L D PA R T N E R — A S C O A C H A N D M E N T O R
Put your SALES REPS into the driver’s seat.
“Avoid stepping in at a late stage, rather commit
to practice and reinforcement.”

23. S TAY P O S I T I V E
P R I N C I P L E # 5

24. I N A N E T W O R K S O C I E T Y, P O S I T I V E I N P U T S M U LT I P LY E X P O N E N T I A L LY
In every problem there’s a hidden opportunity.
“Your have a choice to see the benefit and coach
the sales team to leverage it.”

25. I D E N T I F Y P O S I T I V E A N D N E G AT I V E T R E N D S A N D H E L P T O F O C U S
The challenge for Sales Management is to pave the way.
“Visualize the closing of opportunities in
realistic actions and clear deliverables.”

26. – A L B E R T E I N S T E I N
“We can’t solve problems by using the same kind
of thinking we used when we created them.”