Episode 1: Simple Pipeline Management

My view is that pipelines should be managed by sellers themselves and once a deal stage hits 50%+, then it hits my radar. Pipeline management from a manager’s view should actually be called pipeline coaching. Low probability stages (10%-30%) are great areas to coach against. They also represent early moments of truth on whether or not a deal is showing the DNA makeup of a future sale. Below is a breakdown of how I would manage/view/perceive each pipeline probability stage: