Sales pipeline · ASRR Tech
How do you run an effective pipeline review?
Discuss decisions and blockers rather than reading every record aloud. Select opportunities needing help, an owner or a changed next step beforehand.
A practical example
An adviser needs help handing an opportunity to technical review.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Select decisions.
- Read records beforehand.
- Record actions and owners.
What does success look like?
The review ends with concrete changes to the work queue.
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.