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You're in charge of managing a sales pipeline in Outside Sales. What are the most effective ways to do it?

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Managing a sales pipeline is crucial for any outside sales professional who wants to achieve their revenue goals and grow their customer base. A sales pipeline is a visual representation of the stages and actions involved in moving prospects from leads to customers. It helps you track and optimize your sales process, forecast your sales performance, and identify and address any bottlenecks or gaps. In this article, we'll share some of the most effective ways to manage a sales pipeline in outside sales.

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Dhanush M Sherfudheen

Head of Marketing | B2B | SaaS | Business Development | UAE | Driving Business Growth with Strategic Planning | B2C |…

1 Define your sales stages

The first step to managing a sales pipeline is to define your sales stages, which are the milestones that indicate how close a prospect is to buying your product or service. Depending on your industry, market, and product, your sales stages may vary, but they typically include some or all of the following: prospecting, qualifying, presenting, negotiating, closing, and following up. You should assign a clear name, description, and criteria for each stage, as well as an estimated probability of closing the deal.

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Dhanush M Sherfudheen

Head of Marketing | B2B | SaaS | Business Development | UAE | Driving Business Growth with Strategic Planning | B2C | EdTech
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There is never a well defined common sales strategy for all the customers. It varies with the product and the type of person you are dealing with. Follow a structure and trust the product

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2 Keep your pipeline updated

The second step to managing a sales pipeline is to keep your pipeline updated with accurate and relevant information. This means adding new leads, removing lost or disqualified prospects, moving prospects along the stages, and recording any changes or interactions. You should also review your pipeline regularly, preferably daily or weekly, and make any adjustments or corrections as needed. Keeping your pipeline updated will help you avoid missing opportunities, wasting time, or losing track of your progress.

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Dhanush M Sherfudheen

Head of Marketing | B2B | SaaS | Business Development | UAE | Driving Business Growth with Strategic Planning | B2C | EdTech
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Outside sales does have its own sets of pros and cons . Managing proper pipeline is very difficult and is considered as a con of direct sales. Managing good crm hygiene can help with this to a certain extend . I suggest keeping reminders and notes of the same

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3 Prioritize your prospects

The third step to managing a sales pipeline is to prioritize your prospects based on their value, urgency, and readiness to buy. You can use various criteria and methods to prioritize your prospects, such as scoring, ranking, segmentation, or qualification. The goal is to focus your time and energy on the prospects that have the highest potential and likelihood of becoming customers, and to nurture them with the right messages and actions at the right time.

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Dhanush M Sherfudheen

Head of Marketing | B2B | SaaS | Business Development | UAE | Driving Business Growth with Strategic Planning | B2C | EdTech
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There is no point in following up as many leads as possible . Prospecting and selectively following up improves your sales pipeline and also you wont miss out any prospects

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4 Use a CRM tool

The fourth step to managing a sales pipeline is to use a CRM tool that can help you automate, organize, and analyze your pipeline data. A CRM tool is a software application that allows you to store, manage, and access your customer information, as well as track and measure your sales activities and performance. A CRM tool can help you streamline your sales process, improve your productivity and efficiency, and gain valuable insights into your pipeline health and trends.

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5 Optimize your sales process

The fifth step to managing a sales pipeline is to optimize your sales process based on the feedback and data you collect from your pipeline. You should constantly monitor and evaluate your pipeline metrics, such as the number of leads, the conversion rates, the average deal size, the sales cycle length, and the win-loss ratio. You should also identify and eliminate any inefficiencies, obstacles, or errors that may be slowing down or hurting your sales results. By optimizing your sales process, you can increase your sales velocity, quality, and profitability.

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6 Learn and improve

The sixth and final step to managing a sales pipeline is to learn and improve from your experiences and outcomes. You should always seek to improve your sales skills, knowledge, and strategies, as well as your product and market understanding. You should also solicit and act on feedback from your customers, prospects, and colleagues, and learn from your successes and failures. By learning and improving, you can enhance your sales performance, satisfaction, and growth.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're in charge of managing a sales pipeline in Outside Sales. What are the most effective ways to do it?

1

2

3

4

5

6

7

1 Define your sales stages

2 Keep your pipeline updated

3 Prioritize your prospects

4 Use a CRM tool

5 Optimize your sales process

6 Learn and improve

7 Here’s what else to consider

Outside Sales

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You're in charge of managing a sales pipeline in Outside Sales. What are the most effective ways to do it?

1

2

3

4

5

6

7

1 Define your sales stages

2 Keep your pipeline updated

3 Prioritize your prospects

4 Use a CRM tool

5 Optimize your sales process

6 Learn and improve

7 Here’s what else to consider

Outside Sales

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