The basis ofCRM software reviewsis the sales pipeline: a visualization of where your leads sit in your sales process.
Each CRM tool has a slightly different way of showing your pipeline, but they boil down to the same core principles to quickly demonstrate to the user the condition of their pipeline.
In this guide, we’ll get to grips with the basics of the sales pipeline and how CRM software helps improve its visibility, as well as some other helpful tips and tricks to getting the most out of your CRM software.
What is a Sales Pipeline?
A sales pipeline is a way of measuring the progression of each of your prospects on their journey from fresh lead through to a completed deal.
The stages of the journey your leads take on the way may differ from other businesses, but what’s important is you have a set process through which you funnel your prospects.
One company might find new leads through online forms, then write a personalized email outlining the product and how it can help, which then leads to a video call, which in turn leads to a sales presentation before the deal is closed. Another company may find new leads from off-site advertisements, send offers via email campaign and provide web chat support to close the deal.
It doesn’t matter what your process is, so long as you have clear steps for how you intend to progress your prospects closer to a completed deal.
With your steps lined up from left to right and your leads placed into the column that represents the stage they’re at, you have the beginnings of a working sales pipeline.