GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

17. Sales Pipeline Management A managed pipeline is the difference between a rep who is busy and a rep who is productive. Every active prospect in your database must be assigned a pipeline stage and a next action date.

Pipeline Stage

Definition & Required Action

Prospect

Identified but not yet contacted. Action: Schedule first outreach attempt. First call or visit completed. Action: Schedule follow-up within 48-72 hours. Discovery call or presentation confirmed. Action: Prepare tailored proposal. Written campaign proposal delivered. Action: Follow up within 48 hours. Deal signed and deposit received. Action: Handoff to production, schedule 30-day check in. Second or recurring order placed. Action: Quarterly business review, upsell campaign.

Contacted

Meeting Scheduled

Proposal Sent

Closed

Repeat Client

Pipeline Health Metrics A healthy GMS pipeline should maintain the following minimums at all times: • 50+ prospects in the 'Contacted' stage • 10+ active proposals in the 'Proposal Sent' stage

• 5+ meetings scheduled for the current and following week • At least 3 'Repeat Clients' generating recurring revenue

Pro Tip: Review your full pipeline every Friday. Move every stuck deal — either advance it or disqualify it. Dead deals in your pipeline give a false sense of security.

Confidential — For Internal GMS Use Only | Page 18