Sales organizations often track prospective sales opportunities using “sales pipeline” or “sales funnel” reporting tools. These usually show pending sales opportunities or prospective customers, in the context of a sequential sales process. Yet practices vary significantly among firms that utilize these tools.
In this Sales Management Association webcast, we review research findings from a study that identifies business-to-business sales reporting approaches, and isolates best practices for pipeline management.
Specific areas of focus for this research include:
- Identifying current approaches for managing sales pipeline
- Determining management's most important priorities for improving sales pipeline management effectiveness
Assessing the use of enabling technology for improving pipeline effectiveness