The sales pipeline generates a lot of information that, combined and analyzed, can generate insights that feed the sales, commercial and marketing areas. To ensure the meeting of targets, each lead and each opportunity in the pipeline is classified according to the probability of it taking effect.
Thus, the amount of sales to be made becomes better scaled and controlled, as well as the variables associated with the degree of difficulty/ease in closing each lead and taking each opportunity.
The continuous process has been improved by identifying complementary products that could become part of the same sales offer. This is a recurring service that increasingly makes use of information in order to make the sales more assertive, scientific and collaborative.