Sales Training: Pipeline Theories That Work – Execution and SFA/CRM

So now we have the right understanding of how people buy. We have the proper process and analysis to improve our forecasting. The last piece of the puzzle involves rolling up the sleeves and executing on the plan.

Coaches are always chanting their favorite mantra, execution, execution, from sports, to performance arts, to the sales floor. We all know that the most well thought out plans are worthless without the buy in and talents of the players. So how do we get the team to execute.

1. Make the SFA/CRM process transparent and simple. Allow them to understand what their pipeline means to the company and reinforce what a bad pipeline does to you and your superiors.
2. Train and reward to proper pipelines. Challenge your team members to lay out numbers and come as close as possible. Run spiffs or programs that reward the person who came closest to their forecast in any given month/quarter/year.
3. Encourage them to use a tool like Focus or a Spreadsheet to track their own deals. This should be printed and in front of their eyes at all times. VISUALIZE your goals and execution becomes easier.
4. Work with them weekly, and when their pipeline looks poorly managed or inaccurate, send them away to return with the proper content. This is important, as it shows them while you want to support them, you cannot afford to waste your time.
5. Spend at least 5-10 minutes a day examining the entire pipeline. If you find bad habits, grab the culprit and teach correct them.
6. Track all data and make sure your reps are not shortcutting. Without an accurate process and application of that process their is no point to forecasting.
7. Believe in the numbers! If you have done everything else properly, the numbers will be true. Take them to the bank and sink or swim with the team. If you cannot trust the players, then you have to replace them. Otherwise, management will fire the Coach.

With these 7 tips I assure you that many new issues will arrive. Meet every challenge head on, and if you are unsure of how to manage something, bring in advisors. An accurate pipeline is by far the greatest tool a salesteam can have. It paves the way for success that us measured and budgeted. Good luck and feel free to “Ask the Coach” if you would like more detail.

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