Glossary
Pipeline review
Meetings with sales reps to discuss deals, strategize and hold reps accountable.
In pipeline review meetings, managers ask reps for updates on deals, provide advice and collaboratively strategize. Weekly meetings hold reps accountable for diligently moving deals forward (or out) of the pipeline, and greatly improve sales pipeline accuracy and health.
Without pipeline review to scrutinize granular data of individual deals, management and directors can’t take their pipeline at face value. It’s common for reps to misuse or fail to update the pipeline, which ruins sales forecasting if unchecked.
All organizations serious about improving sales must do consistent pipeline review with sales reps. Even in tiny sales teams, there needs to be some interest and collaboration from management.
Without pipeline review to scrutinize granular data of individual deals, management and directors can’t take their pipeline at face value. It’s common for reps to misuse or fail to update the pipeline, which ruins sales forecasting if unchecked.
All organizations serious about improving sales must do consistent pipeline review with sales reps. Even in tiny sales teams, there needs to be some interest and collaboration from management.