Sales Pipeline Management Course


A sales pipeline is a visual representation of the sales process, divided into stages. It’s designed to help sales representatives and teams manage the often complex processes that drive deals to close. Sales pipelines have been in use for a long time, but managing them well can be an elusive goal. To make them effective, sales leaders must possess a combination of real-world experience, detailed design, and willingness to change and adapt. Mark Sellers, author of The Funnel Principle.

In this course the participant will learn about what a sales pipeline is, how to choose the right sales stages, best practices to drive leads, how to optimize your sales pipeline, and ways to manage sales team more effectively


5 Days


This training course is intended for:

  • Sales Management Team which include:  Head of Sales and Marketing, Sales and Marketing Directors, Commercial Directors, Business Development Executives, Sales team leaders and managers and all those who carry responsibility for achieving or exceeding sales targets and would like their teams closing ratios to improve.
  • This course will also be of benefit to those sales teams that are good at building relationships with clients but don’t have a proper sales process to help maximize effectiveness.  This could include:  Sales People, Sales Operations, Marketing Teams, and Bid Support Teams.
  • This course will also benefit those that work in the finance function and want to understand how the sales forecasting process works and how it can be made more accurate.  This could include:  Chief Financial Officers, Financial Accounting Officers, and Financial Forecasting Officers.


The course will assist participants to:

  • Recognize the highly interactive nature of the pipeline management process.
  • Identify potential pipeline risks.
  • Link the stages of the pipeline to key performance indicators (KPIs) and metrics.
  • Recognize indicators of pipeline “health” and common pipeline problems using KPIs and metrics.
  • Establish disciplines and best practices that will support robust pipeline management.
  • Anticipate how a change to more robust pipeline management will be perceived by your sales team.
  • Develop an approach for communicating the benefits of pipeline and funnel management to your sales team and get their buy-in.
  • Practice focusing on a pipeline issue using data, engaging in a productive coaching dialogue, and collaboratively problem solving in order to create an action plan to change the pipeline.


  • Definition of key concepts.
  • Importance of sales pipeline.
  • Sales pipeline stages.
  • Sales pipeline tools.
  • Best practices to manage a sales pipeline.
  • Sales Dashboards and Reporting.
  • Definition of a sales process.
  • Connection between sales process and sales pipeline.
  • Management of sales pipeline for optimization.

Enroll for this Course

We are proud to offer this course in a variety of training formats to suit your needs.


Enroll for a Face-to-Face (In-Person) Class

We use the highest quality learning facilities to make sure your experience is as comfortable as possible.

Register Here

Enroll for a Virtual (Zoom) Class

Join a scheduled class with a live instructor and other delegates.

Register Here

Enroll for an Online Self-Paced Class

Keep track of your own progression throughout your course and ensure continuous improvement.

Register Here

Benefits of Taking a Course at IRES


Our courses are carefully curated to keep you abreast of latest industry trends, technological advancements, and best practices. We employ a variety of teaching methodologies, including hands-on workshops, case studies, and interactive sessions, all aimed at fostering an engaging and effective learning environment. Our expert instructors bring a wealth of knowledge and real-world experience, providing our clients with insights that can be immediately applied in their professional lives.


Our courses serve as a vibrant platform for professionals to connect and engage with a diverse community of peers, industry leaders, and experts. By participating in our programs, you gain access to an invaluable network that spans across various sectors and geographical boundaries. This networking aspect is not just about forming professional relationships; it's about creating a supportive ecosystem where ideas, opportunities, and collaborations can flourish.


Our courses are designed to challenge and inspire professionals to step out of their comfort zones and explore new horizons. Through a combination of theoretical knowledge and practical application, our programs help professionals refine their existing skills and acquire new ones, making them more versatile and competitive.

FAQs & Course Administration Details:

This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on Phone: +254 715 077 817 or Email: [email protected].
The instructor led trainings are delivered using a blended learning approach and comprise of presentations, guided sessions of practical exercise, web-based tutorials and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields. All facilitation and course materials will be offered in English. The participants should be reasonably proficient in English.
Upon successful completion of this training, participants will be issued with an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Payment should be transferred to IRES account through bank on or before start of the course. Send proof of payment to [email protected].
Accommodation and airport pickup are arranged upon request. For reservations contact the Training Officer. Email: [email protected] Phone: +254 715 077 817.