Prospecting Cycle: Planning Your Pipeline

Module Objectives:

Understand all the important data that needs to be in your pipeline report, how to collect it, and how to interpret it.
Use a proven strategy to maintain your pipeline so that the information you receive is updated and useful
Maximize sales manager pipeline meetings by knowing:
- What questions to ask
- What problems to anticipate
- How to recognize developing opportunities.
Use your sales pipeline as an early warning system to spot and correct potential weaknesses in your sales planning strategy.
Base sales strategies on incoming pipeline information, so that you focus on realistic, actionable sales goals at all times

Field Work:

Review strengths and trends of your pipeline, with your sales manager based on the strategies you covered in this module.
Identify any areas of weakness and implement a plan to improve performance.
Review your strongest opportunities and agree on a plan for maximizing those opportunities.