Sales Pipeline Management Course

In this course the participant will learn about what a sales pipeline is, how to choose the right sales stages, best practices to drive leads, how to optimize your sales pipeline, and ways to


Created by OraDMT Last Updated 09/08/2021 14:24

What's Included

  • 10 Lectures
  • Access on tablet and phone
  • Certificate of completion

Choose Training option

Online Tutorial
Online Live Teacher
Physical Classroom
For In-company, In-campus, Group, Workshop Training

What you'll learn

  • Recognize the highly interactive nature of the pipeline management process.
  • Identify potential pipeline risks.
  • Link the stages of the pipeline to key performance indicators (KPIs) and metrics.
  • Recognize indicators of pipeline “health” and common pipeline problems using KPIs and metrics.
  • Establish disciplines and best practices that will support robust pipeline management.
  • Anticipate how a change to more robust pipeline management will be perceived by your sales team.
  • Develop an approach for communicating the benefits of pipeline and funnel management to your sales team and get their buy-in.
  • Practice focusing on a pipeline issue using data, engaging in a productive coaching dialogue, and collaboratively problem solving in order to create an action plan to change the pipeline.

Course Curriculum

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10 Lectures


Definition of key concepts. 0 Lectures
Importance of sales pipeline. 0 Lectures
Sales pipeline tools. 4 Lectures
Best practices to manage a sales pipeline. 0 Lectures
Sales Dashboards and Reporting. 0 Lectures


A sales pipeline is a visual representation of the sales process, divided into stages. It’s designed to help sales representatives and teams manage the often complex processes that drive deals to close. Sales pipelines have been in use for a long time, but managing them well can be an elusive goal. To make them effective, sales leaders must possess a combination of real-world experience, detailed design, and willingness to change and adapt. Mark Sellers, author of The Funnel Principle.



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