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Sales Pipeline & Forecasting Management

Effective pipeline management and sales forecasting are essential for maintaining revenue consistency, improving decision-making, and supporting long-term business growth. Organisations require accurate forecasting methods and structured sales processes to improve [...]

  • Course ID: SM L075
  • Delivered by London Elite Training

– Course Overview

Effective pipeline management and sales forecasting are essential for maintaining revenue consistency, improving decision-making, and supporting long-term business growth. Organisations require accurate forecasting methods and structured sales processes to improve commercial performance.

The Sales Pipeline & Forecasting Management programme equips participants with practical tools for pipeline management, forecasting accuracy, opportunity tracking, sales analytics, and performance optimisation.

– Learning Outcomes

  • Understand pipeline management principles and sales forecasting techniques
  • Improve opportunity tracking and sales visibility
  • Develop accurate sales forecasting capabilities
  • Apply CRM tools and pipeline management systems effectively
  • Analyse sales performance and customer trends
  • Improve decision-making through sales analytics
  • Manage sales risks and pipeline gaps proactively
  • Build strategic revenue planning capabilities

– Who Should Attend?

  • Sales Managers
  • Account Managers
  • Commercial Teams
  • Business Development Professionals
  • Sales Operations Staff
  • Course Outline
DAY 01
Foundations of Pipeline Management & Forecasting
  • Understanding pipeline management principles and objectives
  • Stages of the sales pipeline and customer lifecycle
  • Understanding forecasting methodologies and revenue planning
  • Importance of pipeline visibility and opportunity management
  • Common forecasting challenges and sales risks
  • Activity: Pipeline analysis workshop
DAY 02
Opportunity Tracking & CRM Management
  • Understanding CRM systems and pipeline tracking tools
  • Opportunity qualification and lead-scoring techniques
  • Managing customer data and engagement history
  • Improving pipeline accuracy and reporting consistency
  • Identifying stalled opportunities and pipeline gaps
  • Exercise: CRM pipeline management simulation
DAY 03
Sales Forecasting Techniques & Revenue Planning
  • Quantitative and qualitative forecasting methods
  • Forecasting based on pipeline stages and conversion rates
  • Revenue planning and sales target alignment
  • Scenario planning and sales projections
  • Managing uncertainty and forecasting risks
  • Activity: Sales forecasting workshop
DAY 04
Sales Analytics & Performance Measurement
  • Understanding sales KPIs and performance metrics
  • Analysing pipeline performance and conversion effectiveness
  • Dashboard reporting and visual sales analytics
  • Measuring team productivity and sales efficiency
  • Improving decision-making through data analysis
  • Exercise: Sales analytics case study
DAY 05
Strategic Pipeline Optimisation & Growth Planning
  • Pipeline optimisation and customer growth strategies
  • Aligning forecasting with strategic business objectives
  • Building continuous improvement plans for sales operations
  • Developing personal action plans for forecasting accuracy
  • Final presentation and trainer feedback
  • Programme review and evaluation

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
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Corporate groups of 2+ are eligible for a 15% discount. Enquire here

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