How do you evaluate and improve your sales pipeline management strategy and tactics regularly?

During my time in Sales I have experienced that after two follow ups and no sales conversion, a lead has the possibility to come back to you within a timeframe of six month. Follow ups must be freindly conversations, keeping the relationship open and light, avoiding pressure. Qualifying a lead requires a clear and agreed valuation from the team that fits the profile of the customer persona and moved into the Sales Process.

The vast majority of leads in a Pipeline are not leads. At best they are vague possibilities, inflating forecasts and protecting jobs. Sales Leaders and Sales Managers should spend far more time grilling Sales people about every prospect. If a prospect does not meet every one of your qualification criteria, it’s worth nothing. Get strong. If the pipeline is empty afterwards, problems are revealed.

Metrics serve to focus proptly on sales conversions Monitoring data can help your success. Pipeline can be very dynamic, and requires an active CRM system to facilitate criteria and keeping an helthy pipeline. Lately powerful AI- Solutions provide us more data than ever in matter of few seconds, but that is not enough because you have to interpret the results.

The fist question for me to you will be: What challenge you solve to your Customers? Understanding your target audience and how you resolve their specific challenges. By optimizing your sales funnel, you can drive revenue growth by pushing a higher percentage of prospects through each stage. The better you understand what a sales funnel is, how it works, and how to optimize yours, the easier you will find converting new leads into paying customers.

I have tested different strategies to understand what worked better for me and my business. Analytics can be complex, research and experiements have helped me to understand efficiency and results overtime. Email subject lines, calls to action are useful. Focusing on clean data analytics helps to generate more meaninful insights; understanding what generates more ROI increases sales productivity and gives the possibility to allocate more resources to implement funcions and make decisions.

Remeber this is your own race, not a competition with others in everything. You should adjust your sales strategy and tools according to work best for you and your business. A winning team is made by great talents and supportive people

I recommend to take the necessary time to establish the measuremen that are essential to your business success. Set up clear and simple steps that help monitoring the sales pipeline process: Leads Generation, Prospecting, Qualification, Contact, Proposal, Negotiation and Close. Dedicate good time during the qualification stage, as you’ll need to make sure that the prospects you’ve discovered are really a good fit for your business. Monitor Sales pipeline through different reports such daily, weekly, monthly, yearly, to give you an overview of your goals, actuals and forcasted sales.

Customers are pople, not just numbers. Great Leaders focus on people, not numbers. You are hired to solve a problem, talk to your clients and establish authentic connections, building trust and confidence. Caring and empathy will create affiliation and meaninful opportunities.