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Pipeline Process
Identify your Pipeline
1. The Ideal Pipeline
3. The Flat Pipeline
5. Hero or Resume
7. Focus on Qualifying
2. New Sales Person
4. Trouble Closing?
6. Stopped Hunting
Saleslook is designed to work alongside your existing CRM if you have one. It differs from all other sales tools as it presents a built-in methodology to assist the salesperson. The Pipeline process is a proven technique that when followed meticulously and precisely can lead to sales success.
At its simplest, the salesperson loads and populates the Pipeline with "Interested" deals (Opportunities) and then tracks them, following a specific approach (which is detailed in the Pipeline Categorization guide), across the Pipeline until closed.
Deviation from the process invariably leads to "Pipeline Failure" and subsequent problems in reaching "Closed" status either in totality or in quantity. The following diagrams detail the Pipeline shape problems you may encounter and what needs to be done to get back on track.
1. The Ideal Pipeline
Shape: The Ideal Pipeline
Primary Focus: Enjoy your current and future success. Your Pipeline is such that you will continue to succeed. Continue your commitment to both hard and smart work.
Caution: Don't get overconfident or complacent. Remember to continue to populate the "Interested" column to ensure a flow of deals into and across the Pipeline. Focus on trying to keep it looking this way. Share your work ethic and commitment with your colleagues. Success is contagious!
2. New Sales Person
Shape: New Sales Person
Primary Focus: As a new salesperson you need to build your initial Pipeline with discipline, focus on networking, seminars and targeted cold calls. Remember to continue to populate the "Interested" column to ensure a flow of deals into the Pipeline.
Caution: If you have been in the position/territory for some time, analyze your activities. Are you active enough? Are you doing the right things to find new business? Do you dedicate time every week to prospecting?
3. The Flat Pipeline
Shape: The Flat Pipeline
Primary Focus: Focus on fine-tuning the front end of your Pipeline. More activities, while advancing the "Interested" deals. Remember to continue to populate the "Interested" column to ensure a flow of deals into the Pipeline
Caution: No panic, your Pipeline is in reasonable shape. Just a little refocus on the front end and it will reach the ideal shape.
4. Trouble Closing?
Shape: Trouble Closing
Primary Focus: Ask your sales manager to joint call with you on the "Qualified and Selected" deals, ensuring that they are indeed diligently qualified.
Caution: You are not fully qualifying, or are you being overly optimistic with your Pipeline? Tell yourself the truth! Are you calling at high enough levels? Does your solution clearly address their business pain? When does the customer need your solution and why then?
5. Hero or Resume
Shape: Hero or Resume
Primary Focus: A classic mistake. The sales person is deflected from the core process and methodology due to one or two potentially lucrative Opportunities. All focus is on these deals at the impairment of all others due solely to their monetary value! Remember you MUST continue to populate the "Interested" column to ensure a flow of deals through the Pipeline.
Caution: Similar to "Stopped Hunting" below be careful not to get involved in one or two Opportunities to the detriment of under-prospecting. You will not win every deal you pursue, therefore you need to engage more activity to fill your Pipeline.
6. Stopped Hunting
Shape: Stopped Hunting
Primary Focus: Focus on more activities to develop "net new" customers and identify new Opportunities with existing customers. Remember to continue to populate the "Interested" column to ensure a flow of deals into the Pipeline.
Caution: If you are part of the delivery of the solution, be careful not to get involved in over-delivery to the detriment of under-prospecting. You will not win every deal you pursue, therefore you need to engage in more activity to fill your Pipeline.
7. Focus on Qualifying
Shape: Focus on Qualifying
Primary Focus: A short-term refocus on qualifying is required. Spend time moving the "Coached" and "Interested" deals into the "Qualified" phase, aiming towards the ideal shape.
Caution: This is a common shape after several recent wins. No need for panic. Just a short-term refocus on filling the hole in the middle of your Pipeline without neglecting the "Selected" deals.