What does 'pipeline management' involve in sales?

Pipeline management in sales primarily refers to the process of tracking and analyzing sales leads as they move through the various stages of the sales funnel. This involves monitoring potential sales opportunities from initial contact to final sale, allowing sales professionals to identify where leads are in the process, forecast future sales, and work on improving conversion rates.

Effective pipeline management helps teams understand which stages of the sales process are efficient and which may need improvement. By having clarity on the progression of leads, salespeople can prioritize their efforts, tailor their approach to varying lead stages, and ultimately convert a higher percentage of leads into customers. This approach also enables sales managers to provide guidance and support where needed, making it a crucial aspect of the overall sales strategy.

The other options focus on aspects of sales that do not encompass the breadth of what pipeline management encompasses, such as strictly analyzing past sales data, managing only closed leads, or post-purchase activities, which do not directly relate to the progression of prospects through the funnel.