Roadmap for Top CRM Pipeline Management Strategies

A complete overview of sales pipelines. Stop the Excel chaos with CRM.

Many brands are familiar with how to construct a sales pipeline. But often, the process ends here. By understanding how to manage your sales pipeline, brands can optimise it for identifying the best leads and updating it as your company scales. This article will provide you with our sales pipeline management tips, alongside the 7 best-practice techniques for optimising it. You will also uncover the 5 sales pipeline management tools every brand should use.

Without great sales pipeline management, brands may not understand the best ways to engage with prospects, or how to track the performance of their sales reps. All of this could culminate with inaccurate data for hitting sales targets. By the end of this blog, brands will have a strong grasp of these concepts, leading to great sales performance.

How you can efficiently manage your sales pipeline

Managing your sales pipeline is done by updating the status of each prospect after every interaction (meeting, phone call, or email) within your CRM platform. By doing this, the sales pipeline in your CRM platform becomes the centre of all operations! It can also help you progress deals forward through the sales journey until the deal is won or lost.

Businesses that mainly use spreadsheets to manage their sales pipeline will struggle to track sales and follow-ups with the same accuracy as a CRM system. A healthy sales pipeline usually deals with many potential deals, therefore it becomes overwhelmed quickly. 

Nothing quite beats the simple interface of a CRM system. To help you stay on top of your sales pipeline management, modern CRM systems are now fairly affordable. Some are even priced as low as $5 a month… Bargain!

Boost deal closure rates & structure your pipeline for faster growth with our Sales pipeline management roadmap. Learn how to accelerate your sales pipeline.
Managing the stages of the pipeline. What does your pipeline management process look like? With this easy-to-understand strategy snack, you get a visualisation of the processes involved in the management and maintenance of your pipeline. Prioritise deals, manage opportunities and promote sales success!

What are 7 tips you need to remember to optimise your sales pipeline?

1. Always follow up

The easiest way to do this is to set a reminder that will notify your sales reps each time they need to follow up with a prospect. You could also try automating this process completely. Use a sales email template to contact a prospect automatically after a certain amount of time has passed. For example, this could be a week after the initial call.

2. Focus on the most promising leads

This is a great sales pipeline management tip. You’ll find that throughout the sales process, most deals take a similar amount of time to close. To get the most out of your business, it’s more important to concentrate your efforts on high value and sales-ready prospects. This saves time working on leads that will most likely not make it all the way through the pipeline.

3. If a lead is dead, drop it

When you have spent a long time working on building a relationship with a lead, this can be tricky. But if that lead is no longer interested, it is a waste of time to continue pursuing it. 

You will know a lead is dead if they tell you directly that they are no longer interested. Or if they are simply ignoring your calls and just not willing to move forward despite the best efforts of the sales reps.

4. Monitor your sales pipeline’s key metrics

The sales pipeline is constantly changing and, because of this, you need to be monitoring your sales pipeline metrics. These key metrics include:

  • Deals within your pipeline
  • The average deal size within your sales pipeline.
  • How many deals have been won? What is the close ratio? 
  • How long is the average deal before it is closed?
5. Review your sales pipeline

The most successful sales organisations review their sales technique and the sales pipeline constantly. This is to make sure that everything is as optimised as possible and that their businesses are running at maximum efficiency.

6. Continue to update your pipeline

As your pipeline grows and develops, you will need to be careful that it doesn’t become overwhelmed and disorganised. A sales pipeline in this state will spread your resources too thin and can lead to the loss of sales. To avoid this, update your sales pipeline regularly.

7. Condense your sales cycle

Studies show that 75% of B2B sales can take at least 4 months to close a sales deal. On top of this, 18% can take up to 12 months. By doing things like reducing the number of days before you follow up with a prospect, you can shorten the time to close a deal, which could lead to more sales opportunities in the long run. 

This 4-minute overview of the sales pipeline shows you lots of great sales pipeline management tips to help grow sales. Using visual illustrations to define the stages your prospects move through within the sales pipeline, this video helps you understand how to optimise your sales pipeline. Source: Pipedrive.

5 Essential Sales Pipeline Management Tools for optimising your pipeline


Features of Insightly:

  • Lead Routing 
  • Email Management
  • Workflow Automation 
  • Relationship Linking 


Features of 3 XANT:

  • Automation 
  • Team Management 
  • Sales playbooks
  • Smart Email
  • Gamification 
  • CRM Reporting 


Features of Pipedrive:

  •  Mobile App Integration
  • Communications Tracking 
  • Analytics Reports 
  • Automated sales pipeline management tools 


LeadFize is not a sales pipeline management tool, but it can bring new qualified leads into your sales pipeline by collecting your target prospect’s contact information.

Features of LeadFuze:

  • List Building that can be automated
  • Programmable AI to find very specific leads
  • De-Duplication 
  • Verification 
  • Ignore Lists 


Feature of Freshsales:

  • Intelligent Workflows 
  • Lead and Contact Management 
  • Email Management 
  • Sales Sequencing 
  • Lead Scoring 
  • Account Management 

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About James

James is an award winning digital strategist with over 20 years experience helping challenger brands and market leaders (Unilever, Diageo, MasterCard, HSBC) launch and scale their data-driven sales and marketing. Connect on Linkedin

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