Research Update: Sales Pipeline Management Practices

27 November 2013


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
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