A Sales pipeline represents your sales process, which consists of all the steps necessary to sell a product or service to your customer. Functional sales pipeline should include and lead you through sales steps concerning: Initial Contact, Qualification, Meeting, Proposal and Close. By following and addressing each steps it enhances your chances of not only closing a successful deal, but also to learn and optimize your processes in the future.
2. Clemens Czarnecki
General Manager / EVP Sales EMEA & Asia
@PipelinerCRM pipelinersales.com
I am a sales specialist focusing on Sales Pipeline Management.
Become sales pipeline savvy and
increase your sales performance.
“
5. DEFINITION
A Sales pipeline represents your sales
process, which consists of all the steps
necessary to sell a product or service to
your customer.
Each sales step represents a single
action or group of actions that need to be
taken in order to complete that specific
phase of the sales process, and move the
opportunity to the next one.
The Body
Sales Steps
6. “
Carajane Moore
huntbigsales.com
Pipeliner Dashboard provides an immediate picture of your deal
status to ensure you don't miss any details as each deal moves
through the sales process. I also find it very helpful to have all
the required documents easily available at each step and tied to
each prospect. This software provides an easy and efficient way to
see and use the sales process for our deals.
The Body: Sales Steps | ADVICE
7. “
Pipeliner CRM
pipelinercrm.com
To optimize production, don’t use too many sales
steps in your sales process. An ideal number is
5 - 6 steps for smooth operation of your business.
The Body: Sales Steps | ADVICE
8. A typical sales pipeline could
have the following steps within
the sales process:
1. Initial Contact
2. Qualification
3. Meeting
4. Proposal
5. Close
The Body: Sales Steps | CASE
9. DEFINITION
The probability of closure shows you the
likelihood of selling your product for that
particular sales step.
CASE
If you need to call 10 prospects in order
to close 1 at the end of the sales cycle,
you have a 10 % probability of closure
for that step.
The Brain
Probability of Closure
10. A typical pipeline such as the one mentioned
previously could have the following probability of
closures for each step:
● Initial Contact — 0%
● Qualification — 10%
● Meeting — 30%
● Proposal — 60%
● Close — 100%
Probability of Closure | CASE
11. CASE
Consider your opportunity as a potential
sale. In order to move it into the sales
pipeline, you need to know three
parameters for it.
● Who are you selling to?
● What is the value?
● What is the potential closing date?
Each sales opportunity has its own
specific value.
The Heart
Weighted Target
12. “ Weighted target is equal to the sum of the total
opportunity value in each sales step multiplied
by the probability of closure for that step.
David Brock
partnersinexcellenceblog.com
The Hearth: Weighted Target | ADVICE
13. If the probability of closure is
10 % for a specific stage, 10
% of an opportunity's value in
that stage contributes to the
weighted target.
The Hearth: Weighted Target | CASE
14. The Hearth: Weighted Target | CASE
Let’s make a calculation (1 opportunity = $1,000):
● Initial Contact — 0% x 35 opportunities = $0
● Qualification — 10% x 20 opportunities = $2,000
● Meeting — 30% x 10 opportunities = $3,000
● Proposal — 60% x 5 opportunities = $3,000
● Close — 100% x 2 opportunities = $2,000
Weighted TARGET = $10,000
16. “ A Sales pipeline is a visual representation of your
sales process, in which all your opportunities are
displayed and neatly arranged according to their
stage in your sales process.
Your True Mirror
CASE
17. “
Your Tutor
CASE
Within each sales stage is a set of actions that
need to be completed in order to successfully finish
that stage, and move the opportunity to the next
stage.
18. “ A sales pipeline is your performance analyzer,
that keeps you focused on achieving your sales
goals, and keeps track of your sales pipeline
health.
Your Trainer
CASE
21. Presentation created
by Pipelinersales Inc.
Pipelinersales Inc.
15209 W. Sunset Blvd
Suite 492
Pacific Palisades, CA 90272
United States
+1-888-843-6699
info@pipelinersales.com
www.pipelinersales.com