7-Step Checklist to Develop a New Pipeline 🚀
Developing a new pipeline can seem daunting, but breaking it down into manageable steps makes the process much smoother. Here’s a checklist to guide you:
Start with the Desired Outcome 🎯
- Stop trying to fix everything at once.
- What do you want to achieve?
- More new business pipeline? 💰
- Close more of your existing pipeline? 🤝
- Retain more existing customers? ❤️
- Expand existing customers? ⬆️
- Pick one to start!
Drill Down Further 🔍
- More new business pipeline?
- Inbound, outbound, or partners? 🗣️
- Let’s fix one thing at a time.
- Let’s say it’s outbound.
Map the Process 🗺️
- You generate more pipeline…
- …by calling more of the right people. 📞
- …with more of the right messaging. 💬
- So how do you actually do that?
- Who should your team target?
- What’s the outbound process?
- What research will reps do?
- What data do they need for this?
- How do they write messaging?
- Will they have templates?
- Are they the same for all buyers?
- Or different for different segments?
- Will they customize them?
- How many prospects can they reach?
- How large should their target lists be?
- How do we identify the best targets?
- What’s required to create an opportunity?
Map the Data Needed 📊
- Now, we can finally look at data.
- What data do we need for the above?
- To actually execute the process outlined?
- This is what’s missing from most RevOps orgs!
- It’s a classic cart before the horse.
- Starting with data clean up…
- …cleaning data that doesn’t matter…
- …that doesn’t impact the top goals.
Implement Process/Data into SFDC ⚙️
- Self explanatory.
- This is the easy part. 😉
Build Reporting 📈
- How do we measure reps?
- Do we want to see activities?
- Do we want to see meetings booked?
- And QUALIFIED pipeline generated?
- How do we track and manage reps?
- How do we identify what’s working?
- And what’s not working?
- This is where data REALLY matters!
Train the Team 🧑🏫
- Also kinda easy with the above.
Manage the Team 👨💼
- Block time regularly.
- To review the reports.
- And coach the team to execute.
