When to create multiple sales pipelines
Mar 18, 2021 10:57 AM
We're a commercial general contractor with a linear sales cycle, however, three teams are involved in progressing the deal. Sales bring the opportunities in, preconstruction bids the work and operations are responsible for closing out the win or loss. We're contemplating breaking out our single deal pipeline into many based on the teams I mentioned above.
If you have multiple pipelines, what are the pros and cons? Do you think we'd benefit from multiple pipes?
The goals we're trying to achieve include:
- clearer insight into revenue advanced from sales to four stages of precon (right now we can only track by the # of deals advanced)
- differentiate deals by teams