Checklist for a successful sales pipeline

This checklist is designed to help you organise your sales pipeline and ensure you have all the tools in place to create a streamlined experience for leads and new customers. Depending on the type of business, you will choose only the stages that are required.

Initial contact with lead

• Lead assigned to sales rep.
• Lead scored based on currently available information.
• Lead may enter automated sales email/SMS sequence.
• Sales rep initiates contact:

1. Type of contact may differ depending on the lead score (phone call vs email).
2. Problem identified.
3. Decision-maker identified (or advocate, if decision-maker isn’t able to speak with rep).

Fact-finding/further qualification

• Qualifying checklist completed.
• Budget restraints identified.
• Sales rep identifies decision-making process with lead, and ensures they’re speaking to the right person.
• Sales rep collects additional information they need.

Develop and Present Solution

• Sales rep puts together package / deal / onboarding strategy for the lead.
• Deal presented to the lead (via email / meeting / phone call)
• Onboarding process outlined and defined.
• Lead suggests amendments or clarifications.
• Lead confirms decision to proceed.

Read on about three more common sales pipeline mistakes