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Best Practices for
Managing Your
Pipeline
• The sales pipeline/funnel is a visual representation
of all your team’s open opportunities. 

• The results of all the lead gen, calls, emails,
meetings, and processes all come together to
create the sales pipeline.

• Mastering pipeline management is one of the most
effective ways to increase revenue because it helps
you find and improve areas of weakness.
Introduction
#1 - Know Thy Numbers
If sales managers know the averages they are able to
better predict and create predictable revenue. You
must know:

✴ New leads created per month by source

✴ Conversion rate of leads to opportunities

✴ Average Won Deal Size

✴ Average Sales Cycle Length

✴ Win Rate

✴ Total # of Open Opportunities
# of open opps x win rate x average deal size
average sales cycle
Pipeline Velocity Metric
5
Pipeline
Velocity Metric
#2 - Execute Regular Pipeline Reviews
Pipeline Reviews focus on opportunities that are at the top and in the
middle of the funnel. In Pipeline Reviews:

✴ Sales teams can review the quality of opportunities recently added
to the funnel

✴ Sales managers can have a greater influence on the outcome
because these are newer opportunities

✴ Sales reps and managers have a more comprehensive view of the
entire pipeline
#3 - Focus On Small Improvements
at Each Stage of The Funnel
✴ Limited focus on quality opportunities can be
detrimental to their pipelines. 

✴ Small improvements in pipeline management by
funnel stage can lead to some promising
results.
#4 - Keep Those Pipes Clean
• Just like with a marketing funnel, a sales funnel must
be optimized and measured. 

• Use Pipeline Reviews as an opportunity to eliminate
weak sales opportunities. 

• A percentage of the opportunities in your team’s
funnel are WAY outside of your strike zone. 

• According to Aaron Ross, “every month, go in and
clear your pipeline clutter to create space for new,
high quality opportunities.”

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Sales Pipeline Management: 8 Best Practices to Boost Revenue

  • 2. • The sales pipeline/funnel is a visual representation of all your team’s open opportunities. • The results of all the lead gen, calls, emails, meetings, and processes all come together to create the sales pipeline. • Mastering pipeline management is one of the most effective ways to increase revenue because it helps you find and improve areas of weakness. Introduction
  • 3. #1 - Know Thy Numbers If sales managers know the averages they are able to better predict and create predictable revenue. You must know: ✴ New leads created per month by source ✴ Conversion rate of leads to opportunities ✴ Average Won Deal Size ✴ Average Sales Cycle Length ✴ Win Rate ✴ Total # of Open Opportunities
  • 4. # of open opps x win rate x average deal size average sales cycle Pipeline Velocity Metric
  • 6. #2 - Execute Regular Pipeline Reviews Pipeline Reviews focus on opportunities that are at the top and in the middle of the funnel. In Pipeline Reviews: ✴ Sales teams can review the quality of opportunities recently added to the funnel ✴ Sales managers can have a greater influence on the outcome because these are newer opportunities ✴ Sales reps and managers have a more comprehensive view of the entire pipeline
  • 7. #3 - Focus On Small Improvements at Each Stage of The Funnel ✴ Limited focus on quality opportunities can be detrimental to their pipelines. ✴ Small improvements in pipeline management by funnel stage can lead to some promising results.
  • 8. #4 - Keep Those Pipes Clean • Just like with a marketing funnel, a sales funnel must be optimized and measured. • Use Pipeline Reviews as an opportunity to eliminate weak sales opportunities. • A percentage of the opportunities in your team’s funnel are WAY outside of your strike zone. • According to Aaron Ross, “every month, go in and clear your pipeline clutter to create space for new, high quality opportunities.”