Course Overview
A well-managed sales pipeline is the backbone of consistent revenue generation. This Sales Pipeline Management Course equips participants with practical tools, data-driven strategies, and industry best practices to build, manage, and improve every stage of the sales pipeline. Participants will learn to align pipeline activities with buyer journeys, analyze sales performance metrics, forecast accurately, and prioritize high-value opportunities.Whether you’re in B2B or B2C sales, this course ensures that your pipeline is not just full—but full of qualified opportunities that convert.
Duration
5 Days
Target Audience
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Sales Managers and Team Leaders
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Account Executives and Business Development Reps (BDRs)
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Sales Operations and Enablement Professionals
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Revenue and Growth Strategists
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Entrepreneurs and Founders managing sales teams
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Anyone involved in CRM management or revenue forecasting
Personal Impact
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Gain confidence in managing large and complex pipelines
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Improve sales forecasting accuracy and reporting skills
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Learn how to prioritize leads and opportunities efficiently
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Increase conversion rates through better pipeline hygiene
Organizational Impact
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More predictable and consistent revenue flow
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Higher conversion rates and shorter sales cycles
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Better visibility into sales team performance and pipeline health
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Enhanced ability to scale sales operations
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Stronger alignment between marketing, sales, and customer success teams
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Be equipped with practical tools and templates for daily use
Course Level:
Course Objectives
By the end of the course, participants will be able to:
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Build a structured and scalable sales pipeline aligned with the buyer journey
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Qualify leads effectively using proven frameworks
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Use CRM systems to track and manage pipeline stages
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Analyze pipeline health and identify bottlenecks
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Forecast sales revenue with greater accuracy
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Develop strategies to accelerate deal movement and close rates
Course Modules
Module 1: Foundations of Sales Pipeline Management
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What is a sales pipeline and why it matters
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Difference between sales pipeline and sales funnel
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The modern buyer journey and pipeline alignment
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Key stages of a pipeline: Prospecting to closing
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Overview of sales methodologies (SPIN, MEDDIC, BANT)
Outcome:Participants will map out their current pipeline structure and identify potential gaps or inefficiencies.
Module 2: Lead Qualification and Opportunity Scoring
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Lead qualification frameworks (BANT, CHAMP, MEDDPICC)
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Identifying high-quality leads vs time-wasters
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Scoring and segmenting opportunities in CRM
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Importance of sales discovery and early-stage qualification
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Aligning marketing-qualified leads (MQLs) and sales-qualified leads (SQLs)
Outcome:Participants will create a lead qualification matrix to improve their pipeline input quality.
Module 3: Pipeline Tracking, CRM, and Metrics
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Using CRM tools effectively (Salesforce, HubSpot, Zoho, etc.)
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Tracking deals through each stage of the pipeline
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Key sales pipeline metrics: Conversion rates, velocity, win rate
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Setting up dashboards and reports for pipeline visibility
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Data hygiene and CRM discipline for reliable forecasting
Outcome:Build a sample pipeline dashboard and practice pipeline maintenance in CRM.
Module 4: Sales Forecasting and Pipeline Reviews
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Forecasting methods: Historical, weighted, and deal-based
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Predictive analytics in sales forecasting
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Conducting effective 1-on-1 pipeline reviews
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Red flag detection: Deals that stall or go cold
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Creating and communicating accurate forecasts to leadership
Outcome:Participants will practice building and presenting pipeline reports and forecasts.
Module 5: Pipeline Acceleration and Deal Closing
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Identifying pipeline bottlenecks and how to fix them
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Strategies to accelerate deals through each stage
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Closing techniques tailored to pipeline stage and deal type
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Pipeline nurturing: Follow-ups, content, and touchpoints
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Optimizing the pipeline for scale and repeatability
Outcome:Create a personal pipeline acceleration playbook to boost productivity and close rates.
Related Courses
Course Administration Details:
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
- Email: [email protected]
- Phone: +254715 077 817
Tailor-Made
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:
- Email: [email protected]
- Phone: +254715 077 817
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
Click here to register for this course.
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