Sales pipeline — a term that gets thrown around so much, you’d be forgiven for thinking it’s an empty catchphrase that simply makes salespeople who use it look like sales professionals. But your sales management operations can benefit from using a sales pipeline, and it could make a significant difference to your bottom line.
“It’s not a matter of whether you’ll get improvements. It’s just a matter of how much,” said Mark McInnes, who was recognized by LinkedIn as Australia’s No. 1 social seller and serves as an execution coaching partner at Sydney-based SalesITV.
A sales pipeline is a visual and systematic approach to selling a product or service. It allows salespeople to get a grasp of exactly where their money, deals, and other sales efforts are at all times (we’ll dive more into the pipeline below). (more…)