As a business leader, you know that having a healthy pipeline is essential to hitting revenue targets. But if your pipeline isn’t well-structured or lacks oversight, it can quickly become a source of frustration, leading to missed opportunities and unpredictable growth.
Sales pipeline governance is the key to transforming a chaotic pipeline into a streamlined, predictable revenue engine. Yet, it’s often overlooked, risking many problems and inefficiencies in your sales process that can hurt your growth.
Common Pain Points of Poor Pipeline Governance
Without a structured approach to your sales pipeline, these challenges can emerge:
- Inconsistent Sales Process: Sales reps follow their own process, resulting in varied outcomes and an inconsistent customer experience.
- Stalled Deals: Deals often get “stuck” with no clear criteria or actions to move them forward, leading to lost opportunities and wasted time.
- Inaccurate Forecasting: Forecasting becomes a guessing game without visibility into pipeline stages, making it hard to plan or make data-driven decisions.
- Decreased Productivity: Due to unclear processes, sales reps spend more time on administrative tasks, reducing their time spent on selling.
- Lack of Accountability: Managers struggle to hold reps accountable without clear, trackable criteria for each pipeline stage.
If any of these pain points sound familiar, it’s a sign that there’s a better way forward. Sales pipeline governance is not just about organizing deals; it’s about creating a structured process with clear entry and exit criteria, mandatory actions, and time frames for each stage. With this foundation, you’ll know where each deal stands, where potential bottlenecks exist, and how to guide your sales team to predictable success.
How Sales Pipeline Governance Can Help
Pipeline governance introduces structure and predictability into your sales process, turning the pipeline from a chaotic list of deals into a streamlined tool for growth. Here are a few ways effective governance can make a difference:
- Improved alignment: Defining clear entry and exit criteria to move deals from one stage to the next helps keep everyone aligned and removes guesswork.
- More closed deals: Mandatory actions at each stage ensure steady progress, reducing the risk of deals getting “stuck.”
- Proactive troubleshooting: By assigning time limits to each stage, managers can quickly identify deals that need attention, enabling them to manage by exception rather than micromanaging each deal.
- Enhanced Forecasting & Productivity: With a clear view of each stage, forecasting becomes more accurate, and sales reps are freed up to focus on selling rather than administrative work.
In our ebook, “Sales Pipeline Governance: The Key to Predictable Revenue Growth,” we discuss the practical steps to building a structured, efficient pipeline governance process. You’ll learn to set entry and exit criteria, define stage-specific actions, and implement time limits to keep deals on track.
Ready to take control of your pipeline? Download the ebook now!
TeamRevenue, empowers businesses to drive sustainable growth. We provide our clients with the revenue enablement experts, best practices, and an accountability framework to optimize revenue teams, systems, and processes to drive results. We’ve worked with hundreds of B2B companies worldwide, breaking the cycle of underperformance. Helping them grow faster, communicate better and bring new energy to their organizations.
