How Sales Ops Can Improve Deal Pipeline Visibility with iSEEit
The Importance of Pipeline Visibility in Sales Operations
In today’s fast-paced business landscape, sales ops have drastically evolved from handling a few key functions to managing every aspect of the sales process. In fact, according to the “Trends in Sales Ops” research report, 82% of sales professionals agree that sales ops have a critical role in driving business growth.
These statistics are backed by the current scenario, as the default role of the sales ops experts does not limit itself to process efficiency anymore. Sales ops now need to maximize productivity, especially in resource-tight times, by managing all aspects of the sales process. This means taking on significant responsibility to ensure that everything is running smoothly.
However, for those in sales, the biggest challenge faced by their sales teams today is pipeline visibility, which involves understanding what’s happening with deals, coaching reps effectively, and improving forecast accuracy. Without access to accurate data and insights, forecasting becomes unreliable, and critical business decisions may be based on guesswork rather than facts. The complete disconnect between data, technology alignment tools, and manual processes creates data silos, making it challenging to achieve full pipeline visibility.
In layman’s terms, if you can’t predict your forecast in front of stakeholders or understand the numbers, then your sales operations are not following the right approach. So, now you must be wondering how you can improve sales pipeline visibility. While there’s no perfect roadmap to follow, you sure can focus on mapping your sales operations infrastructure to understand your customer journey, which generally involves focusing on two key aspects:
- What You Can Control: This involves coaching, automated processes, CRM, tooling, enablement, etc., within your sales operation.
- What You Can’t Control: Your prospects’ decision-making to close the business deal.
That’s where iSEEit comes in for your rescue. iSEEit empowers sales teams with real-time deal tracking, structured methodologies, and automated insights to improve pipeline visibility and drive predictable revenue growth. This alignment of sales operations infrastructure with the customer journey, combined with a structured visual representation of your deals in progress, is exactly what your sales team needs to secure and close more deals.
In this blog, we’ll break down why pipeline visibility in sales operations matters, the common roadblocks that make it difficult, and how iSEEit provides a seamless, data-driven solution to help sales ops teams thrive and not just survive.
Why Pipeline Matters in Sales Operations: The Impact on Forecasting and Coaching
If you’ve been in sales for years, you might have encountered various sales methodologies that promise unachievable growth or revenue opportunities. However, as an experienced sales professional, you might know a thing or two about successfully closing large and complex deals, and one prominent common denominator is that there is no shortcut to success. This is why it’s essential for sales teams to have a more structured approach and focus on the right steps to bring deals to closure.
Common Roadblocks in Achieving Pipeline Visibility
There are several factors that contribute to the lack of visibility in the sales pipeline:
1. Poor Data Quality
Inaccurate or outdated CRM data can be misleading and can create multiple misunderstandings in the sales process. Missing key data points early on in the sales journey can lead to gaps in visibility, which can result in huge blunders during the deal-closing process.
For instance, if your sales team prefers using spreadsheets and note-taking apps over logging data into the standard CRM, it can result in data fragmentation. However, it might look like a minor inconsistency that is overlooked by most sales reps; this lack of standardized data entry practices makes it difficult for leadership to assess deal pipeline health and make informed decisions.
To improve data quality:
• Ensure the CRM is the single source of truth.
• Enforce standardized data entry practices.
• Encourage real-time updates from reps.
2. Inconsistency in the Sales Process
While the traditional sales processes may feel comfortable and might work if you are a small or medium-sized enterprise, if your sales team has an expansion mindset, your company is in dire need of a standardized sales process.
In the absence of implementation, deal pipeline tracking will turn into a chaotic mess. Moreover, if your sales team is not tech-savvy, it might be difficult for them to navigate through your standard CRM system, further compounding the problem.
To improve the sales workflow:
• Streamline deal progression.
• Maintain accurate forecasting.
• Train new hires effectively.
3. Lack of Proper CRM Training
One of the major setbacks to pipeline visibility is the lack of proper training after CRM adoption or any other automation sales tool. If you do not fully embrace CRM platforms or understand their value, it can have a direct negative impact on sales pipeline visibility.
To boost the CRM adoption rate:
• Provide regular training sessions.
• Demonstrate real-world benefits of CRM usage.
• Integrate user-friendly automation to simplify data entry.
3 Ways How Sales Reps are Improving Pipeline Visibility with iSEEit
1) Improved Sales Productivity: 72% of Reps Now Use Salesforce Daily with iSEEit
iSEEit improves sales productivity by providing a clear, structured view of opportunities, allowing reps and managers to:
• Spend less time on administrative tasks and more time selling.
• Easily track deal progress and identify bottlenecks.
• Focus on high-priority opportunities with the best chance of closing.
2) Streamlining Sales: 60% of Reps Now Adopt CRM More Efficiently
With iSEEit, you can reduce the constant struggle that sales reps face while adopting a Salesforce (CRM) process. This can result in:
• Reinforced sales processes through an intuitive, easy-to-use interface.
• Structured deal qualification to keep sales reps on track with current practices.
• Real-time insights that help managers guide their teams effectively.
3) Improved Forecast Accuracy: 80% of Reps Now Predict More Accurately
iSEEit improves forecast accuracy, which is crucial for revenue planning, as traditional guesswork can often lead to missed targets. With iSEEit, you can:
• Structure data in a way that minimizes guesswork.
• Provide real-time visibility into sales progress and potential risks.
• Automate reporting, reducing the manual effort required to create forecasts.
iSEEit: The Futuristic Approach to Sales Operations and Pipeline Visibility
As sales operations continue to evolve, iSEEit is driving the future of pipeline management by:
• Integrating seamlessly with CRM systems like Salesforce.
• Reducing the time spent on forecasting and reporting (33% of reps and 50% of managers reported this benefit).
• Increasing win rates by helping teams focus on the most promising deals.
How iSEEit Helps with Advanced Forecasting Features
If you’re looking for more than just a granular view of a deal and want to understand how it translates into your total pipeline and forecast, iSEEit Opportunity Management is the right tool. It helps you perform a “sanity check” on sales deals to forecast accuracy.
Example:
If an opportunity is sitting in legal, iSEEit gives it a probability of 90%, placing it in the “Commit” forecast category. If the score is below 70%, it will be moved back to “Best Case” or “Pipeline” for a more realistic forecast.
How iSeeit Has Become an Integral Part of the Sales Team’s Daily Workflow
Previously, during forecast and pipeline reviews, sales reps had to manually fill out Excel sheets for each deal, which was cumbersome and lacked the ability to track progress. iSEEit Opportunity Management simplifies this process by:
• Segregating contacts: Helps identify champions and skeptics in the pipeline, giving a clearer view of where the focus should be.
• Organizing opportunity roles: Using the Org Chart, it clarifies the pulse of each contact, showing whether they’re neutral or a champion.
iSEEit: A Futuristic Must-Have Tool to Revolutionize Sales Operations and Pipeline Visibility.
In summary, as sales operations continue to evolve, you need a sturdy and quick approach to qualified sales pipeline management. This is where iSEEit comes into the picture, which:
• Integrates with CRM systems like Salesforce.
• Reduces the time spent on forecasting and reporting.
• Increases win rates by helping teams focus on the most promising deals.
All in all, iSEEit is a game-changer for sales teams looking to improve deal pipeline visibility, close more deals, boost productivity, and achieve more predictable revenue growth.
