Your sales pipeline is the lifeline of your business. Keeping it healthy is crucial to keeping your sales going. You need to be on top of your pipeline.
Here are four ways to improve your sales pipeline for a better sales experience:
If you or your team slow down on prospecting your pipeline will start to shrink. This can happen when your team becomes complacent or when targets are set too low. When the team becomes complacent, they will take their foot off the gas in terms of prospecting and professional development.
While you might meet your sales targets this month and next month, but down the road, your shrunken pipeline will impact your revenue. Prospecting continuously will help your pipeline stay healthy, efficient and protect your sales revenue.
Efficient follow-up process
Following up on inbound sales leads should be ingrained in your sales team, but the majority of inbound leads are never followed up. Following up on leads will build a robust pipeline of prospects and grow your sales. To develop an effective process on how to follow up on inbound sales leads, you must understand where the leads are coming from.
You need a develop an efficient follow-up process so that you stay in touch with customers and prospects. It is so simple to stay in touch by email, phone or video call. Your follow-up process should prioritise customers who are likely to repeat purchase.
Keep your pipeline clean
A clean pipeline is a healthy pipeline. There are times when you need to remove a deal from the pipeline; when the customer buys from your competitor when they go quiet, or they are dragging on. Although we will always advise a salesperson to check back in with these prospects occasionally, they shouldn’t stay in your pipeline. To keep the pipeline healthy, you should have a timeframe for removing deals from your pipeline.
You should have a pipeline clean up once or twice a year. Remove any deal that isn’t progressing.
Keep all of your CRM data up to date.
As we all know, numbers don’t lie. The most important metrics are the number of deals, sales speed, the value of your pipeline and average deal size. Out of all of these, the speed that deals move through your pipeline is what dictates health.
Pipeline mistakes are avoidable and can be quickly fixed. But only if you are watching it. Every sales manager should keep an eye on the health of your pipeline. Identify issues early and safeguard your sales revenue.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.