Understanding how to help your reps navigate through their pipeline and get it aligned to their own goals, the team goals and the company goals is key to success.
Pipeline management is a key aspect of any sales job. At the deal level it’s on the sales rep to ensure they are using your process. At a manager level the onus is on you to be clear about expectations around progressing deals and owning their book of business.
You need to be there to support your reps by reinforcing your process and stage definitions.
You need to know how to help sales reps manage their time to be organised and productive.
You need to know how to get them motivated and more importantly, keep them motivated.
You need to provide them with the tools and skills to be successful.
You need to reduce admin and conflict in your process where you see it.
Much of this can be applied to any aspect of your day-to-day, but it’s particularly important for pipeline management. Understanding how to help your reps navigate through their pipeline and get it aligned to their own goals, the team goals and the company goals is key to success.