3 Steps to Manage Your Pipe

As a sales manager, understanding the changes to your opportunity pipeline over time is key to meeting your numbers. Here are three easy steps to understand, manage and accelerate your pipe to close first, get a complete view of your pipeline changes in the pipeline waterfall, select a desired time period. The starting pipeline in today's pipeline are displayed clearly on either end. Moving from left to right, it's easy to see the categories that have contributed to your pipeline's growth or contraction during the given time period. Next, identify opportunity categories that will help you grow your pipe this quarter. Click on the moved out category and then scroll down to view a filtered list of moved out opportunities sorted by amount. By reviewing the details of moved out opportunities, you can develop an actionable list of opportunities to work and finally take action without leaving the app. Identify a high value move out opportunity and take action such as offering a discount to move deals back into this quarter and meet your numbers. To learn more, take the Sales Analytics Guided Tour.