Territory and pipeline management

Skills you'll practise

• Prioritize territory accounts using fit and timing signals
• Calculate pipeline coverage and weighted pipeline
• Identify stale or unhealthy deals on a pipeline board
• Explain what makes a deal's stage and close date believable

Course outline

1. 1.Territory and pipeline managementVideo · 2 min
2. 2.Where to spend your timeLesson · 18 min
3. 3.Keeping the top of the pipeline fullLesson · 14 min
4. 4.Deal reviews that help you winLesson · 12 min
5. 5.Territory and pipeline management: knowledge checkKnowledge check · 17 questions
6. 6.Territory and pipeline management: practical exerciseKnowledge check · 1 question
7. 7.Final exam8 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)