Pipeline consolidation
Following the sales process from MQL to Closed Won
The sales process was spread across several pipelines. That made it difficult to follow a lead through the full process, measure conversion between stages, and manage internal handovers.
I consolidated those pipelines into one. The team can now track conversion from MQL to Closed Won, see how leads move between stages, and hand over work within the same process.
The full sales process was split across pipelines
Each pipeline showed part of the sales process. Looking at the full journey from MQL to Closed Won meant working across those separate views.
That made it harder to measure conversion between stages and see how work passed between teams. The team needed one process it could follow and report on from start to finish.
How I approached it
Map the full sales process
I reviewed the existing stages, fields, and workflows across the pipelines. I looked at where they overlapped and how the separate parts fitted into the journey from MQL to Closed Won.
Bring the stages into one pipeline
I designed a single pipeline for the full process, with consistent stages and required fields. I planned the migration so existing deal history could be preserved.
Make progress and handovers easier to follow
I set up reporting around the consolidated process so the team could measure conversion between stages and across the full funnel. Keeping that work in one pipeline also made internal handovers easier to manage.
One pipeline for the full process
The team now works from one pipeline and can measure conversion from MQL to Closed Won, as well as between the stages along the way.
Internal handovers sit within that same process. The team can follow progress through the pipeline instead of piecing the journey together from separate views.
Technologies used
Stack
Related services
How I can help you with this
Hard to follow conversion across your pipelines?
Tell me how your sales process is split up and where handovers get difficult. I can help you work out a pipeline structure that makes progress easier to follow.