How Can Effective Sales Management Processes Help Your Business Grow?

We recently had a discussion with a client about what a pipeline is and is not. Looking online only added to the confusion for the client. Sales Pipelines have become increasingly important because they lead to a visual representation of your sales process – one that can be captured in your CRM (customer relationship management) software. Your sales pipeline will chart the process from a contact to a client or customer. Not all pipelines will be the same and they should be very specific to each organization. 

With many of our clients, we use the analogy of a section of PVC pipe – empty at the start. Representing sales activity, we insert balled-up athletic socks. When the first pair is inserted, nothing comes out the other end. We must keep inserting the balled athletic socks into the pipe, until the pipe is full and the first set of socks, representing closed-won business, comes through the other end. With this simple analogy, we represent the most basic elements in sales – activity, pipeline state, and results. Said another way, results will follow a healthy pipeline that is well supported by activity that is based on a solid strategy with great execution. 

Sales Management and a Sales Coach for Your Southeast Michigan Sales Team

In the day-to-day operation of a small business, it’s easy to become short sighted. You begin to take for granted that the way things are is the way they have to be, or always will be. It often takes an experienced outsider to remind us that we really can change things for the better.

As business and sales coaches in Southeast Michigan, we’ve helped many local businesses get their sales efforts on track. If you’re not happy with how your organization’s sales function is doing, coaching can be a great option. 

In some cases, we operate as a Fractional Sales Leader and other times we coach with an existing Sales Manager and sales team. We often work at all levels of the organization to help build a Sales Focused Organization - leadership, strategic direction, systems, sales management, departments, and individual contributors. We also assist in the recruiting and evaluation of “Qualified, New Business” Sales representatives.

Read the full article about sales management here!

Are you ready to begin your journey?

Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution? 

Whether you’re satisfied with the effort, focus, and results of your sales team, many people we speak with have been hesitant to act – simply because they don’t know where to begin. If you’re open to a brief call, let us know and we can take the first step together.

Call us at 248-468-7400 or fill out our contact us form to receive a sample sales candidate assessment report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We are here to help you determine the best way to achieve your goals.