In order for your sales team to be effective at pipeline management you need to ensure they have the right tools and the right environment to be successful.
The tools are the tech stack that you choose, and the physical equipment to do the job properly – laptops, monitors, phones and headsets. But don’t forget about training & coaching and the sales process itself. The environment consists of both the physical workspace and the support needed to facilitate collaboration across team members and other departments.
A sales manager should take cues from the leadership team and set the tone for the behaviour of the sales team. You create the culture and environment you want your team to have. What you model is what they will follow so set the bar high and make your expectations clear.