Sales Pipeline Management Posts

Fine Tune Your Pipeline by Optimizing Sales Collaboration

optimizing sales collaboration

Success never happens in a vacuum. The road to get there teems with people to learn from, compete against, work with. Collaboration is the only way (so far known) to make things happen. Rock stars, basketball players and successful companies know this.

So should your sales team.

A Nielsen report found that collaboration drives innovation success, while a study conducted by CSO Insights revealed that formal collaboration increases sales quota attainment by as much as 21%. That figure is way too significant to ignore, making collaboration arguably the most important factor you can tweak to improve your sales metrics. (more…)

The Health of Your Sales Pipeline (and Curing What Ails It)

Healthy Sales Pipeline

A sales pipeline needs a little nourishment, too.

As salespeople constantly fill their pipelines with deals, they should be regularly checking the pulse of those deals to ensure they achieve the healthiest sales results.

“There’s a direct financial correlation between maintaining a healthy pipeline and piling on revenue,” said Mike Ciccolella, founder of Grow Your Sales Pipeline. “A pipeline managed with care is one in which deals move more dependably, close faster and bring more revenue to the company — and the sales team.”

The health of those deals — and therefore the sales funnel itself — is key to the health of the entire business.

But what exactly does a healthy sales pipeline look like? (more…)

7 Free Sales Dashboards and Templates for Your Team

Free Excel Sales Dashboards

Do you run a sales-driven company without using CRM? Are you working for one? This article provides a number of free excel sales dashboards, templates, and related productivity tools you can find on the Web to help you organize your sales process and hurdle the complexities of growing your business.

But don’t stay content and cozy with a bundle of disparate resources.


Every organization selling something needs a CRM system. The only question is when. Many businesses need or already use one now. All others will have to adopt one eventually as the number of their sales staff, customers, products and services grow. Otherwise, the complexity of managing an expanding sales ecosystem will become a major roadblock to your growth and profitability. (more…)

Visibility: The Secret Sauce Every Sales Professional Must Master


When I am asked, “What is visibility?” or more specifically, “Why is visibility important in sales?” I like to take the conversation beyond a straightforward answer, such as:

“Well, it’s the ability to see into your pipeline and know what’s where, to quickly assess which items need your attention, and to be able to report on and forecast results.”

This is all true, but the value of visibility in sales goes far beyond and is actually the value of visibility across the board. (more…)

Sales Metrics That Matter

Sales metrics that matter

Navigating sales metrics — and choosing which ones you’re going to monitor — can be an exercise in confusion.

Ask anyone what the most important metrics are to a sales organization and you’ll get a different answer; or Google “important sales metrics” and you’re likely to get different results, no matter where you click. There are so many things you can track that you can get lost if you try to give every metric equal attention. And not everyone will want to track the same things. (more…)