Sales Operations
Pillar 8 · Implementation A structured review of pipeline design, process consistency and handoffs.
What is inside this module
- Pipeline structure and stage definitions
- Process consistency across reps
- Quality of CRM usage and hygiene
- Conversion patterns and bottlenecks
Price: €149 per module
Capabilities assessed
- Quality of qualification frameworks
- Use of mandatory fields and exit criteria
- Depth of discovery and next step clarity
- Consistency of forecasting updates
- Handovers between SDRs and AEs
Common failure patterns
- Many opportunities without clear next steps
- Reps skipping stages or entering late
- Forecasts based on guesswork
- Deals lost due to slow movement
- High variance between reps and regions
Impact on the GTM system
- More predictable pipeline creation and progression
- Higher win rates through better quality steps
- Reliable forecasting for planning cycles
- Better collaboration with marketing and success teams