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The Center for Sales Strategy Blog

10 Things Managers Do To Build a Healthy Sales Pipeline

Healthy Sales Pipeline

As a sales manager, imagine how much better your life would be if you were consistently able to:

  • Forecast with better accuracy
  • Improve the sales performance of your team

These elements are important, and delivering one or the other is not an option. When you have a healthy sales pipeline that is regularly monitored, both can be easy to achieve.

Topics: sales performance sales pipeline pipeline management

Mastering the Art of Sales Management: Balancing the Pending vs Pipeline

Mastering the Art of Sales Management Balancing the Pending vs Pipeline

Sales management is an art that requires a delicate balance between the present and the future.

The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones. As a sales manager, you must be able to prioritize your time and resources effectively to ensure that you are not only closing deals today but also building a strong pipeline for tomorrow.

In this highly competitive market, mastering this art is essential for any business that wants to stay ahead of the curve. In this article, we’ll explore the key strategies that will help you strike the perfect balance between the pending and pipeline, and take your sales management skills to the next level.

Whether you are a seasoned sales professional or a newbie in the game, read on to learn how to master the art of sales management.

Topics: sales management sales pipeline

Best Tips and Tricks for Pipeline Tracking

Best Tips and Tricks for Pipeline Tracking

Pipeline tracking is essential for any sales team that wants to stay on top of their customer relationships and close more deals.

It helps to ensure your sales process is as efficient, effective, and streamlined as possible. By tracking every step of your sales process, from lead generation to customer onboarding, you can ensure nothing falls through the cracks.

With that in mind, here are some best practices for pipeline tracking that will help you make the most of your sales process and achieve the best results. With these tips and tricks, you'll be able to maximize your sales process and close more deals with ease.

Topics: IMPACT sales pipeline

3 Ways to Hold Salespeople Accountable

3 Ways to Hold Salespeople Accountable

Holding people accountable is tough.

You have to be tough and sometimes even be a jerk, right?

Topics: sales pipeline

10 Easy Ways to Fill Your Sales Pipeline Daily

10 Easy Ways to Fill Your Sales Pipeline Daily

One of the most crucial aspects of success as a business is the ability to keep your sales pipeline full. Without a full pipeline, you may see a drop in sales rather than the steady increases you're expecting.

Luckily, there are many ways to fill your pipeline when it seems to be emptying. Here are ten specific things you can do daily to keep your sales pipeline full.

Topics: sales pipeline

Cleaning Up Your Sales Pipeline

Cleaning Up Your Sales Pipeline

Keeping a clean pipeline for your sales team provides incredible insight into several areas of your sales department. It takes a particular discipline to stay on top of the pipeline, and it is well worth the effort. 

To start, you need a tool that will allow you to access your pipeline at any time. At The Center for Sales Strategy (CSS), we use HubSpot. The deal stages provide tremendous insight into seller activity and success and show signs of potential derailments to a deal.

Topics: sales pipeline

6 Ways to Improve Pipeline Efficiency

6 Ways to Improve Pipeline Efficiency

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.

After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.

So generating leads is only part of the equation for successful sales and marketing organizations. Keeping those leads moving through the pipeline and shorting the sales cycle is equally important.

Topics: sales pipeline

Innovative Strategies to Close the Sales Performance Gap and Boost Revenue

Performance Gap

The Pareto principle has been applied to everything from farming and land ownership to productivity and employee performance since the Italian economist Vincent Pareto first coined it in 1896.

Topics: sales performance sales pipeline

Sales Pipeline vs Sales Funnel: Do You Know the Difference?

Sales Pipeline vs Sales Funnel

Often, a sales funnel and sales pipeline are confused. 

They are not the same, and both have a distinct purpose along the path to purchase. They both provide an incredible amount of intelligence when examined in part and as a whole. 

Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success. 

Topics: sales pipeline sales funnel

Improving Sales Performance — Impact Your Sales Performance: Pipeline Management

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As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance?

In this episode of the Improving Sales Performance series, Trey Morris, VP / Senior Consultant at The Center for Sales Strategy, discussed how sales leaders can make an impact on their sales performance through effective pipeline management.

Topics: sales performance IMPACT sales pipeline pipeline management