The pipeline shows how many conversations, presentations and offers are in progress. It helps plan work and forecast results.
What it means in practice
A sales pipeline is an organised view of all sales opportunities in progress, divided into stages – e.g. contact, presentation, preview, offer, decision – showing how many are at each stage.
Why it matters for your business
A pipeline helps plan work, forecast results and see where conversations get stuck. If many people stall at the offer stage, it’s worth working on follow-up or closing.
Examples and good practice
- Update the stage of every conversation as you go.
- Check daily which contacts need a next step.
- Remove dead opportunities so the picture is accurate.
- Analyse at which stage you lose the most customers.
How to use it in a sales conversation
A Novi advisor sees their conversations, previews and offers in statuses prepared by head office. Regular follow-ups move clients towards the decision stage.
