When most people think about sales, they often think of quick meetings and hand-shake deals where a salesperson closes a sale on the spot. In reality, sales is a process, and sales professionals need to understand how to properly manage a sales pipeline to be successful.

The process of getting from the initial point of contact to an actual sale can be a long one. Even the best sales professionals may take weeks, months or even longer to finally close deals depending on how large or complex they are. A sales pipeline helps to manage expectations and plan out the next steps depending on where someone is in the process.

The Parts of a Sales Pipeline

To manage a sales pipeline, you need to know its parts. Starting out, a sales professional needs to generate interest and do some prospecting. This is where you determine whether your audience has a need for or interest in a product or service. Next, leads who have shown interest need to be qualified, meaning they need to be vetted to ensure they have the means to purchase the product and the authority to do so in a business setting.

Next, a salesperson will want to schedule a demo or meeting to discuss the product or service more in-depth. A needs analysis can be completed during this time to personalize the presentation for the lead. A proposal may need to be created and negotiations had to get to the closing stage. Lastly, the sales professional will want to close the deal by securing a purchase from the lead.

Following Up is Crucial

Even after closing a sale, the salesperson’s job is not finished. A good sales pipeline will require a follow-up with the lead to ensure everything has gone smoothly. The salesperson may need to work with other team members to remedy concerns if things haven’t gone according to plan. Following up also helps to secure repeat business after a deal has been closed since following up demonstrates and creates a personal connection between the customer and the company.

Author Resource:-

Emily Clarke writes about sales management, engagement and team motivation service. You can find her thoughts at sales coaching blog.