Selling Today: Partnering to Create Value, 14/e

Pipeline Management, Pipeline Analytics, and Pipeline Dashboards

This process of managing all the prospects in the salesperson’s sales funnel to ensure that sales objectives are being met is called pipeline management. CRM software provides an efficient and effective tool for forecasting and managing pipelines. Using sales data entered into the contact screens and notes applications, sales forecasts can be continually updated as prospects move through the stages in the sales process. Prospects in the database who are no longer qualified, for whatever reason, can be quickly dropped from the sales funnel.

Pipeline analytics, defined as the ability to conduct sophisticated data analysis and modeling, are found in most CRM systems. Using pipeline ...