What is Pipeline Management

By | July 25, 2023

Pipeline management is something that sales leaders frequently have to deal with. They accomplish this by recognizing sales obstacles or blocks, adjusting sales stages as necessary, monitoring important pipeline indicators, and, if necessary, moving in to assist with proper sales pipeline management for particular reps. CRM pipeline management makes it possible to precisely and conveniently measure essential revenue and productivity metrics. Additionally, managers can monitor bigger contracts that are in process and take action if necessary.

What is Pipeline Management

What is Sales Pipeline Management?

sales pipeline is a tool for identifying where prospects (future clients) are in your sales funnel. You may organize, monitor, and manage sales activity, data, and other signals using the sales pipeline, which is essential for producing predictable, efficient, and successful revenue. This knowledge aids in your decision-making as to the following actions you should take to close the deal. Based on their lead conversion rates, you can also estimate how well your sales representatives perform.

In summary, the core of every company’s sales process is pipeline management CRM software. It is a dynamic, living thing that must be continuously observed to ensure its well-being.

Who needs sales pipeline management or sales CRM?

Taking control of your pipeline necessitates discipline and attention to detail, both of which are excellent characteristics to possess. These are the people who need Sales CRM for Sales Pipeline management.

  • Sales agents
  • Account managers
  • Managers of sales
  • Small Businesses
  • Team leads

If each salesperson maintains their pipeline management, the sales manager may concentrate on other tasks like resolving objections, managing risks, and enabling sales.

Many pipeline management tasks can now be automated. Elate sales CRM includes automation that helps many businesses in achieving their goals.

Why do you need a Sales CRM for pipeline management?

To enhance the sales process:

Determine the points at which leads stall or lose interest. Think of strategies to make progress more flexible. These are a few key points why you need Sales CRM for sales pipeline management.

To forecast financial health:

You can estimate your future revenue depending on your current conversion rates based on the total value of sales in your pipeline at any one time.

To evaluate sales techniques:

Find out what went wrong and when it happened with ease if you lose a fantastic possibility. Recognize the shortcomings in your sales approach.

To Manage:

Utilize pipeline reports to guide significant decisions about sales and products.

To evaluate performance:

Keep close tabs on your company’s revenue performance and make sure it is expanding as projected.

To Allocate the right task:

Depending on their background and skill level, decide who should handle which deals.

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    5 best practices to improve pipeline management

    Never stop prospecting

    Prospecting may seem simple, but some sales representatives prefer to let off when their pipeline of potential customers seems full. You certainly have a lot of work to do, so it makes sense to prioritize it over bringing in new clients, but ultimately, this way of thinking is wrong.

    Make following up a regular practice.

    There is a lot of noise out there, and your competitors are competing with prospects that are busier than ever. People today are busier than they were a decade or two ago. The only way to stand out from the noise is to consistently follow up and offer value.

    Concentrate on a few key pipeline metrics

    There are countless key performance indicators (KPIs) that your business could monitor. There are hundreds or even thousands of metric combinations that have the potential to boost your revenue.

    Maintain regular pipeline cleanings

    If you don’t actively clear the older or unresponsive leads from your sales funnel, it could eventually rot.

    Automation must be used.

    Both the client and the salesperson experience the sales process as simple when it is managed properly. 

    Important features of Sales CRM for Pipeline Management?

    Customized sales stages

    In a Sales pipeline, leads pass through many stages before coming to a closed or lost contract. If your sales funnel is already established and operating in your favor, customization is essential. You need a work operating system (OS) that can adapt to the way you work. Your team may tailor your workflow with Elate Sales CRM’s data visualizations, customized columns, and limitless options.

    To track recent contacts in a manner that works for you, you can select colored labels. You may display phone numbers combined with local time zones, ensuring that you call at a convenient hour.

    Multiple pipelines

    You will probably need many pipelines if your business provides a variety of products to a wide range of customers to keep track of the various sales procedures for each product. Other situations include having different sales channels for international and domestic clients, or situations where a client is acquired and subsequently transferred to a different channel for increasing sales.

    Notifications and reminders

    Today’s businesses have more options, which causes them to think about purchases for longer. Therefore, always follow up. You won’t have to stress about missing an important call or meeting thanks to helpful notifications and punctual reminders.

    Automation of sales

    Automate common tasks like allocating leads to sales representatives, welcoming new leads from a certain source, and notifying the manager when a particularly sizable deal is suggested. In this manner, you have a lot more time to concentrate on your clients and the real transaction!


    Measuring key performance indicators is essential to preserving the health of your pipeline. Effective pipeline management is directly proportional to good revenue growth. Data on the number of qualified leads, conversion rate, acquisition cost, average deal size, and other metrics should be easy to swiftly acquire. This will assist you in making adjustments to your sales process.

    How can Elate CRM help in Sales Pipeline Management?

    You need the means to see all of your data and communication in addition to customization.

    You may track your daily activities on Elate Sales CRM, and you can also translate your data into different formats, such as pie charts that display the lead status of your entire pipeline. In your sales funnel, it will also filter down to show you which clients are being followed or are being dealt with objections.

    You can monitor pipeline development and adjustments in real-time with the help of live dashboards and simple-to-read reports. It keeps you in touch with your sales forecast at all times.

    By giving the entire team visibility, you can keep track of all sales activity and eliminate numerous email updates and pointless status meetings. The group can interact by tagging one another, posting comments, or delegating work through Elate Sales CRM.


    Effective sales pipeline management is key to maintaining a strong pipeline. Without that procedure, you’re effectively speculating about your sales performance in the future.

    You need the right sales CRM software if you want to take control of your pipeline. Elate CRM makes it easier for you to establish processes, monitor essential pipeline metrics, and eliminate unnecessary administrative tasks.