Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

Register Now

WORKSHOP – Pipeline Management Fundamentals

1:50 p.m. to 2:50 p.m.

TUE 16 OCT 2018

Plaza Ballroom

session information

Few problems are as vexing to sales management than the pipeline – the backlog of sales opportunities, at various stages of realization, that represent expected future results. Tracking, assessing, and prioritizing the opportunity pipeline is integral to managing what ultimately exits it, and becomes a realized sale.

Sales Management Association’s research on pipeline management suggests sales forces spend substantial amounts of time on managing pipelines, but most consider their efforts ineffective.

This session focuses on pipeline management best practices, and offers guidance on how to:

  • Assess sales pipeline health
  • Calculate each salesperson’s proper pipeline size
  • Manage pipeline “shape” and contents
  • Conduct efficient and effective pipeline reviews
  • Use pipeline review meetings as coaching opportunities
  • Keep deals moving through the pipeline until they become wins


Lisa Wicklman

Senior Vice President, Global Accounts

Vantage Point Performance

More Information

meet some of this year's sponsors

Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

Drop Us A Line

Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

Become A Sponsor

Download a 2019 Conference
Sponsors' Prospectus

Click Here to Download