Course Code: SM-08
Goal: Track and optimize sales opportunities effectively by managing entries in the Sales Pipeline, improving forecasting accuracy and deal progression visibility.

Session Overview

Duration: 1 Hour
Format: Instructor-led (via Microsoft Teams or in-person)
Level: Intermediate (Ideal for sales representatives, account managers, and sales managers)

Resources Provided:

• Sales Pipeline Management Quick Start Guide
• Opportunity Types and Scoring Matrix
• Pipeline Update and Review Checklist

Learning Objectives

By the end of this session, participants will be able to:

• Transfer projects into the Sales Pipeline for active tracking.
• Manage, update, and categorize opportunities within the pipeline.
• Apply Opportunity Types and Probability Scoring for accurate forecasting and reporting.

Session Agenda

SM8.1 Transferring Projects into the Sales Pipeline

• Identifying when a project should move into active pipeline tracking.
• Methods for transferring Sales Projects or Qualified Leads.
• Associating the appropriate Customer, Site, and Participants.
• Setting initial Opportunity Stage and Expected Close Date.

SM8.2 Managing, Updating, and Categorizing Pipeline Entries

• Regular pipeline maintenance best practices:
• Updating stages (e.g., Prospecting, Quoting, Negotiation, Closed Won/Lost)
• Adjusting estimated value and expected close dates
• Adding notes, internal comments, and strategy updates
• Categorizing opportunities by vertical (Commercial, Education, Government, Healthcare, etc.)

SM8.3 Understanding Opportunity Types and Probability Scoring

• Defining Opportunity Types (New Business, Expansion, Renewal, RFP)
• Using Probability Scoring to:
• Forecast weighted revenue
• Prioritize high-probability opportunities
• Adjusting probability as project maturity evolves

Hands-On Preview (Optional if time allows)

• Transfer a sample Sales Project to the Pipeline.
• Update Opportunity Type and Probability.
• Review Pipeline dashboard with weighted forecasting view.

Post-Session Action Items

• Review active pipeline for outdated or stagnant opportunities.
• Standardize Opportunity Types and Probability rules across the team.
• Prepare weekly pipeline updates for management reviews.

Note: When scheduling, make sure to include this session code: SM-08

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