The Salesperson Role

Salespeople progress opportunities to their natural outcomes through consistent execution. They surface objections and bridge the gap between understanding a customer's needs and the value proposition of the company.

Salespeople own every deal from first contact to close. They move qualified opportunities through the pipeline according to established stage criteria, and win and lose deals to maintain a clean, hygenic pipeline.

Responsibilities

• Executing the sales strategy according to the sales process.
• Maintaining data hygiene by having a clean, accurate pipeline with no ghost deals.

Operating Rules

• Update Pipedrive in real time; don't leave it as an admin task at the end of the day.
• Every Deal has a next step with a due date.
• Deals can only move forward in the pipeline, never backward.
• Deals move stages only when stage criteria are met.
• Deals can only be won in the final sales stage. Deals can be lost at ANY stage.
• Notes go on the Deal. If it's not in Pipedrive, it didn't happen.

Execution

• Open each day by reviewing your assigned activities; complete or reschedule everything due.
• Qualify new leads by creating Deals only when established criteria are met.
• Log every call, email, and meeting to the relevant Deal as it happens, instead of treating it as a last-minute admin task.
• Move a deal forward when the stage criteria are satisfied, not before.
• Use Deal notes to document objections, decisions, and next commitments.
• Use comments in Deal notes to flag stalled deals proactively, don't wait to be asked.

View the full operating path for salespeople

• View the entire list of curated features that Salespeople use in Pipedrive >>>

The Sales Manager Role

Sale managers determine direction and velocity.

Responsibilities

• Setting goals and compensation structure for the sales team.
• Setting the sales strategy.
• Enforcing the sales process.
• Monitoring progress and intervening with course corrections based on sales telemetry.
• Training and coaching the sales team.

Operating Rules

• Update Pipedrive in real time; don't leave it as an admin task at the end of the day.
• Every Deal has a next step with a due date.
• Deals can only move forward in the pipeline, never backward.
• Deals move stages only when stage criteria are met.
• Deals can only be won in the final sales stage. Deals can be lost at ANY stage.
• Notes go on the Deal. If it's not in Pipedrive, it didn't happen.

Execution

• Open each day by reviewing your assigned activities; complete or reschedule everything due.
• Qualify new leads by creating Deals only when established criteria are met.
• Log every call, email, and meeting to the relevant Deal as it happens, instead of treating it as a last-minute admin task.
• Move a deal forward when the stage criteria are satisfied, not before.
• Use Deal notes to document objections, decisions, and next commitments.
• Use comments in Deal notes to flag stalled deals proactively, don't wait to be asked.

View the Pipedrive features that Sales Managers use

• View the entire list of curated  features Sales Managers use in Pipedrive >>>

The CRM Administrator Role

CRM Administrators design the CRM environment to reflect and enforce the sales process, while ensuring the data reflects business reality in near-real time. This includes building and maintaining automations, reports, integrations and CRM data as a business intelligence asset.

CRM Admins design the pipeline to reflect the sales process, create the CRM rules and the ways to enforce them, and grant permissions to users.

Responsibilities

• Enforce data hygiene.

Operating Rules

• Update Pipedrive in real time; don't leave it as an admin task at the end of the day.
• Every Deal has a next step with a due date.
• Deals can only move forward in the pipeline, never backward.
• Deals move stages only when stage criteria are met.
• Deals can only be won in the final sales stage. Deals can be lost at ANY stage.
• Notes go on the Deal. If it's not in Pipedrive, it didn't happen.

Execution

• Open each day by reviewing your assigned activities; complete or reschedule everything due.
• Qualify new leads by creating Deals only when established criteria are met.
• Log every call, email, and meeting to the relevant Deal as it happens, instead of treating it as a last-minute admin task.
• Move a deal forward when the stage criteria are satisfied, not before.
• Use Deal notes to document objections, decisions, and next commitments.
• Use comments in Deal notes to flag stalled deals proactively, don't wait to be asked.

View the curated list of Pipedrive features that CRM Administrators use

• View the entire list of curated  features that CRM Administratrors use in Pipedrive >>> >>>