Sales Pipelines are made by entrepreneurs to become more efficient in their goals. But not all business professionals know how to put together a well-structured and useful daily activity map. And if you’re one of them, you’ve come to the right place. Learn how to do it and put it into practice in your company!
When it comes to new business, especially those in the digital world, it’s important to have a well-tied and connected flow to the sales funnel, as Pipeline is also known. The management of this dynamic is vital for the maintenance of the business and its proper functioning as a whole.
What is a Sales Pipeline? What is it composed of?
The Sales Pipeline is a map of activities that must be done frequently in the company, composing the sales process in all its stages. Your structure should start on receiving the first contact and go through to closing the deal.
The goal is to transform the art of winning customers into a more practical and schematic activity. Everything that floats through the pipeline must follow every step of the negotiation, but do not think that makes the process easy.
We can not confuse the pipeline with a cake recipe to be followed, each company has a differentiated formation and flow. Therefore, it is essential to have a thorough knowledge of the individuality of your business.
We will list here the 4 main foundations that should receive attention and you can add those that are interesting to your workflow.
Number of pending trades
Perhaps this is the data that is most needed when starting your Sales Pipeline. It consists of knowing how many pending issues there are, as well as the levels at which they exist. Here, you should know how many trades need to be closed to the system if you pay and do not close the month in the red. Know your average ticket and your management metrics so you know the quota of leads needed to close the month.
A good way to do this is to record all this on a Trello . Start by creating a column with what’s pending, and then start tagging, or move to the next columns we’ll talk about below;
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Second column that can be easily associated with the first. It concerns those contacts where we already have an open door, but not necessarily a business. For example, clients who have scheduled meetings, e-mails registered to receive the newsletter, and the like may be mentioned;
Statement of Interest
Here, the individual already becomes a great possibility of business closed! The first phase has passed, the person liked your proposal and this already makes it an important lead and deserves enough care. Add to the flow the possibility of presenting proposals in a more aggressive way.
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At this stage, the person is already a customer. In this case, the service team must already take action with the budget and, if necessary, the activation of the Finance and Legal teams;
Phase that comes soon after receiving and accepted the budget, concerns the move to the next phase, which is the invoice payment;
Now the work can begin, the team can already deliver the merchandise and the cycle is over!
How to Make More Money with the Sales Pipeline
Having more control over your business and sales opportunities, profitability comes as an unavoidable consequence. With each step the client passes, you will be aware and your mental triggers will be triggered so that you can take a differentiated measure to that character.
The funnel provides the seller or attendant with a series of possible activities and approaches in the sales timeline. With this information, you can send an email with promotions, make a call or call for a visit, for example.
Because the creation of the pipeline is very specific to each company or professional, your sales pipeline will most likely combine with your business as a glove.
Some questions to help you create the Sales Pipeline
- How long is the sales cycle for my company?
- How many surveys and consultations were done in the last cycle?
- What is the sales conversion rate?
- What is the turnover of the last cycle?
- How many people are there in my client portfolio?
- I need how many customers to close this cycle?
- What are the particularities of my sales cycle?
- What marketing measures does my company use?
- What is the duration of the cycle that I want to establish?
With these questions in mind, your pipeline will be established in a way that is closely tied to your business. Remembering that it is good to be careful not to create too many rules and to plaster the pipeline in a bad and non-functional way.
Business is human relationships and subject to the subjective peculiarities of each person. So make your pipeline flexible enough to fit into any situation!
Small, medium or large, the enterprise must always be organized and well aligned. In that sense, choosing to make use of a Sales Pipeline is a smart choice to help in managing your venture.
Besides Trello that we mentioned above, there is an app also directed to this type of work: Pipedrive. In it, these phases can be easily adjusted, as well as scheduled a series of pop-ups and reminders for the phase changes.
Do you know another organizational platform? Well, do not forget to share with us in the comments. We hope we have helped you with our tips and hope to see you here for the next article!
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