Having an accurate sales pipeline is a vital part of every business owners toolkit.
Having an accurate sales pipeline provides you with an overview of your business; where it is now and where it’s going to be in 1, 3 and 6 months time. Depending on you sector, this can mean significant cost and resource savings, whether your a manufacturer managing resources and stock or a professional services company managing your consultants (like us!). Maintaining an accurate sales pipeline means you are giving you business the best chance of success.
But how, as a busy business owner, do you create an accurate sales pipeline? Here’s our 3 tried and tested techniques that you can start implementing straight away:
1. Begin with a fool proof, easy to use sales process.
We swear by SCOTSMAN. It’s quick, easy to use and easy to understand. To learn more about SCOTSMAN, click here for our blog all about it!
2. Build a CRM system based around that sales process, and keep it up-to-date!
Having a robust, well thought out CRM built around your businesses needs, means you have all of your customer information in one place, meaning you never loose track of your sales deals. Read more about the benefit of a CRM here.
3. Monitor your sales pipeline regularly and create tasks and activities based on its results.
Another benefit of having all your customer information stored and organised within in a CRM is that you now have a working, real time sales pipeline. If this sales pipeline is kept up to date, your sales teams can be assigned taks, calls can be scheduled and meetings booked to ensure your pipelines remains healthy. Checking it regularly means any problems or issues are caught early and can be dealt with quickly.