Account Executive how-to
How to Manage a Sales Pipeline
A clean pipeline makes forecasts accurate.
Quick answer
A clean pipeline makes forecasts accurate. In short: update; set; move, then complete the remaining steps below.
Step by step
Update every deal after calls.
Set clear next steps and dates.
Move stalled deals forward or close them out.
Prioritize deals by value and likelihood.
Review weekly.
Forecast honestly.
Safety reminders for account executives
- Protect customer data
- Follow honest sales practices
- Manage stress and set boundaries
- Travel safely for field sales
Key terms
Pipeline · Quota · Lead · Qualified lead · Discovery call · Demo: see the full account executive glossary.