Page 124 - Training 2019

SALES PIPELINE

It’s a sales tool that helps salesman and managers accurately forecast monthly sales on current lead and quote volumes and to
help identify where deals are getting closed or where they are lost.

ADVANTAGES

Forecasting – If your target is R150,000 you will need at least R300,000 in your pipeline to realistically reach your target.

You can List your repeated work and build a base so that you know you don’t start every month on a zero, it also helps one
remember work that is imported and has a longer lead time.

Enquiries- Helps you manage outstanding enquiries, when you do enquiries it is not always easy to keep track of what is at what
stage of the sales cycle so the pipeline helps you manage it.

1) Helps you remember what jobs customers said they are going to do in near future.

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2) Helps you plan-ahead with lead times if a job has a 15-day lead time and you get the order on the 20 of the month then
it will be sales for the next month.

3) Helps with the flow in the workshop if we know beforehand the pipeline sales is exceeding for example R800k for the
month then it can help with the planning and will also help us not over promising customers on delivery times.

4) Helps you identify what customers are buying from you and are not buying, list your top customers in your pipeline.

5) Helps you keep track of jobs on the floor.

6) In the event of a TSC leaving the company, the company has a record of all current jobs and work that the next TSC must
follow up on.

7) It gives you a record of jobs that we are requoting on.

SALES TRAINING – SALES PIPE LINE 1
Updated - 13 May 2019