It’s important for many sales people to manage and organize their sales pipeline outside of their CRM. This term has come to be known as Sales Pipeline Management and we built atQuota to help you, the salesperson be better at it. Efficient Sales Pipeline Management can help in a number of ways and alllow you to close more business. In sales, good time management, instincts and organization are key. Practicing Sales Pipeline Management can help you get to the next level. If you think there is room for improvement in your sales process, try to keep these three things in mind when managing your monthly/quarterly sales pipeline.
1) Try to move the needle each day:
If you’re one of those people (like me) that needs to have a visual reminder of their sales pipeline try to keep a list of your hot or closable deals for your month/quarter (or use atQuota). Having this visual reminder will help you know who to reach out to each day to try to move the deal along. One of the first things I will do every day is look at my sales pipeline and determine which hot deal I need to nurture that day.
2) Prioritization is key:
This kind of goes without saying, but when it comes to effective sales pipeline management prioritization is key. Use whatever tool you are using to help you prioritize where you should spend your time. I like prioritizing my sales pipeline by the projected close date of my deals and the % chance I feel it has of closing. Using those metrics and having an easy view of my pipeline helps me stay very organized.
3) Log Notes and Next Steps:
I always log notes and next steps whenever I get off a call with a prospect. I find the CRM I use always isn’t the quickest way to do this. Before building atQuota I’d use a spread sheet and had a “Next Steps” and “Notes” column. This way I had a quick visual reminder of my pipeline that was prioritized and I could easily look at the next steps needed to close.
Practicing efficient Sales Pipeline Management has really helped me become a better salesperson. Organization is key and if you can learn to efficiently manage your sales pipeline you will close more business!