How to Build a Sales Pipeline for a UK SME
Most UK SMEs have leads scattered across emails, spreadsheets and the back of envelopes. A sales pipeline brings them into one predictable system. Here's the 5-stage framework that works for almost every B2B SME.
FAQs
Do I need a CRM for a small pipeline?
Once you've got more than 20 active opportunities, a spreadsheet starts costing you deals. A simple CRM (like HarbourPoint) costs less than the deals you'll save.
How many stages should I have?
5 is the sweet spot. Fewer and you can't forecast; more and your reps stop updating.
How often should I review the pipeline?
Weekly with the team, monthly with leadership. Anything less and stuck deals stay stuck.