"If you can't describe what you are doing as a process, you don't know what you're doing."

- W. Edwards Deming

Your sales pipeline represents your prospects and where they are in the purchasing process. Managing a pipeline involves the uncovering of opportunities in either net-new accounts, or existing accounts where you want to continue to create barriers for your competition.

According to Salesforce.com and the TAS Group, only 46 percent of sales reps feel that their pipeline is accurate. Where do you stand with yours?

For the next article in our on-going series on sales strategy, Amy Franko examines pipeline management and the importance of strategic prospecting. We'll learn how habits can affect the pipeline, and review six essentials for growing a healthy pipeline.

Are you ready to become a leader of your own pipeline? Read Amy's article now.

This article is the fifth in a series of "6 Strategies to Maximize Sales Results." The first focused on Growth Mindset, the second addressed Intellectual Curiosity, the third took on Showing Up for Sales Success and the fourth highlighted the importance of Understanding Your Customer. Watch for the final one soon. The series is a collaboration among Amy Franko (Impact Instruction Group), Brittany Shonka (IMPAX) and Jen E Miller (Marsh & McLennan Agency)-to create a resource to help other sales professionals maximize results. The goal is to help you go farther, achieve sales success, and transform into top performers.