Article

Pipeline management as a growth enabler

Name: Implement Consulting Group
Price range: $

Changing commercial conversations.

Published

30 September 2024

Pipeline management is a well-established sales discipline. Yet most sales leaders and sales reps consider it a non-value adding and burdensome sales administration task.

When done right, pipeline management holds the potential to fuel revenue growth through five growth enablers - help elevate conversation rates, enhance forecasting precision, shorten sales cycles, bolster customer retention and cultivate a sales performance culture built on data-driven decision-making.

We have helped several global industry leaders transform their pipeline management practices, achieving up to +20% additional revenue growth. Our experience shows that sales organisations that successfully unlock growth enablers foster six specific pipeline management capabilities:

Companies with world-class pipeline management practices in place outperform industry peers by growing revenue +15% faster.

Corporate Executive Board: Harvard Business Review

Implementing world-class pipeline management practices is not achieved overnight but often requires a significant transformation of sales leadership. We have identified five critical success factors that must be in place for a pipeline management transformation to be successful:

Full support of the executive commercial leadership team.
A regular, mandatory schedule for pipeline reviews and coaching at all levels of leadership.
A support programme for commercial leaders with comprehensive training and individual on-the-job coaching sessions.
Incorporation of sales and pipeline KPIs in executive and monthly reporting.
Relentless monitoring and reporting of total, departmental and individual pipeline KPIs.

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We have helped several global industry leaders transform their pipeline management practices. In this whitepaper, we will share impact cases of companies that have unlocked the growth enablers of pipeline management.

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