Sales pipeline · ASRR Tech
When should you split pipelines by product?
Split when decisions and responsibilities differ materially. Use a product field when sales stages remain the same to avoid duplicated administration.
A practical example
A brochure journey and a tender have different decisions and timelines.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Compare sales stages.
- Assess responsibilities.
- Test combined reporting.
What does success look like?
Splitting clarifies work while reporting remains explainable.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Sales pipeline: the wider process
A pipeline describes the progress of a sales opportunity. Choose stages that represent a business change, such as a completed conversation or a quotation sent. Define the evidence required at each stage and who takes the next action. Separate activities from outcomes: a call attempt is different from a completed intake. Review old and new opportunities before fixing the configuration. Include lost, cancelled and reopened journeys. Those exceptions show whether the definitions are clear enough for the whole team.