There are numerous ways to construct the sales pipeline. For the pipeline to be a useful tool for both management and the sales professional, two things should result. First, it should help management accurately project actual sales levels. Likewise, the sales professional should be able to use it as a tool to highlight specific areas of each potential opportunity on which he/she should focus. Most views of the pipeline use a highly subjective analysis that compromises the achievement of both of these goals.
In a follow-up posting, we will provide a clear answer to this question. Come back for our answer, but write down your thoughts first.
We would like to hear what you think are the factors of sales pipeline analysis that make it of little value to you and what changes would you suggest?