Research Update: Sales Pipeline Management Practices

27 November 2013

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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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