Sales like all professions, has their cultural symbols and icons, universal, recognized by all in sales even though we may sell different products or solutions.  One of the most recognizable is the Funnel; symbolizing a number of key elements of the sales process and experience, representing the flow of opportunities.  The wide open end at the top, and as we apply the sales process, disqualify the also-rans, it then narrows, till a fewer number of customers are produced at the end of the process and Funnel.
 
The shape of the Funnel not only is a good visual representation of the sale, it guides sales people in their actions, creating greater focus as the sale progresses; it is also a great vehicle for managers to coach and lead their teams to success; it is a great tool for forecasting and planning future actions and results. 

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What’s in Your Pipeline?
Tibor Shanto