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.

Register for the course

Face to Face Schedules By Location
Nairobi Schedules:
Code Date Duration Location Fees
SPM11 5 Jun 2023 - 9 Jun 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 3 Jul 2023 - 7 Jul 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 7 Aug 2023 - 11 Aug 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 4 Sep 2023 - 8 Sep 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 2 Oct 2023 - 6 Oct 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 6 Nov 2023 - 10 Nov 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
SPM11 4 Dec 2023 - 8 Dec 2023 5 days Nairobi, Kenya KES 75,000 | USD 1,100 Register
Kigali Schedules:
Mombasa Schedules:
Nakuru Schedules:
Kisumu Schedules:
Naivasha Schedules:
Virtual Trainer Led Schedules
Contact Us on (+254) 715 077 817 / (+254) 792 516 000 or email us [email protected] for a virtual schedule.
Code Date Duration Period Fees

Contact Us on (+254) 715 077 817 / (+254) 792 516 000 or email us [email protected] for E-Learning course.


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.

Course Administration Details:


The instructor led trainings are delivered using a blended learning approach and comprises 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)


The training is residential and 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 for their, travel expenses, visa application, insurance, and other personal expenses.


Accommodation and Airport pickup is arranged upon request. For reservations contact the Training Officer.

Email:[email protected] or [email protected]

Mob: +254 715 077 817 or +250 789 621 067

Tel: 020 211 3814


This training can also be customized for your institution upon request to a minimum of 4 participants. You can have it delivered in our training centre or at a convenient location.

For further inquiries, please contact us on Tel: +254 715 077 817, +254 (020) 211 3814 or +250 789 621 067 mail [email protected] or [email protected]


Payment should be transferred to IRES account through bank before course start date

Send proof of payment to [email protected] or [email protected]

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