Steps to improve your sales pipeline management 1. Decide what your ideal sales pipeline looks like Let’s start by mapping out your pipeline so we can see how it looks. When you get those first ideas about people and companies that might need what you sell, you’re already taking the first steps in building a pipeline. You probably have more than one idea for prospects. Some of those will go all the way through and close; others won’t. But these conversations and how they progress will form your pipeline. You build a pipeline by creating a number of steps to go from that initial idea to a closed sale – these are your sales stages.
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These might be:
Targets – very early days, not yet contacted Contacted – you’ve called or emailed Meeting agreed – you’ve set an agenda and a date for the diary Proposal sent – you’ve submitted a formal proposal with a $ figure Close – now it’s time to get the signature on the bottom line