Sales Process and Pipeline Management

13 February 2024


Formalized sales processes and opportunity pipelines give managers valuable operating frameworks, but their impact in most firms falls far short of expectation. In this webcast, presenters Jason Jordan and Bob Kelly examine why typical approaches to sales process and pipeline management often fail. Drawing on more than 10 years of Sales Management Association research, they revisit their 2015 HBR article on sales process management and update a set of best practices employed by leading sales organizations.

The session also reviews first principles associated with instilling process discipline in sales organizations; these principles give sales leaders a sound foundation for skill development in sales process and pipeline management. Managers interested in this topic will also benefit from a related workshop at SMA's Sales Force Productivity Conference on March 12-13, and an upcoming online course module.

Topics include:

  • Process discipline's role in scaling and regulating selling effort
  • Sales process design fundamentals, best practices, and emerging trends
  • Pipeline management approaches: what really works
  • Best practices in structuring and conducting pipeline reviews
  • Rethinking pipeline KPIs
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