Navigator Dashboard

Pipeliner’s newest and most powerful feature is PipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process. Navigator—the first view seen when Pipeliner is opened. Navigator takes CRM far beyond the traditional dashboard view, providing instant intelligence specifically tailored to that userUser User means a person who uses or consumes a product or a service, usually a digital device or an online service., allowing them to easily navigate complexity and focus immediately, in real-time, on what is most important.

Once you use Navigator, you’ll see how far it exceeds any similar feature in other CRM applications. There is very sound reason for this—Navigator is based in very proven and powerful economic and scientific principles.

A Brief “Behind the Scenes” History of Pipeliner

Pipeliner has, from the beginning, had its roots in such principles. Several years back we had been studying the Austrian School of Economic Thought, which places the entrepreneur front-and-center in economic theory. At the time we realized that a salesperson is actually an “entrepreneur within the enterpriseEnterprise Enterprise (in the context of sales) is a relatively large organization typically composed of multiple levels, locations, and departments which need multi-layer software systems that support collaboration across a large corporate environment.,” and coined a new term to describe the salesperson: salespreneur.

We then realized that the concept of Pipeliner also embodied various economic principles from the Austrian School of Economic Thought—and so we brought these into the program as well.

Moving forward, we realized that sound management principles were also needed. In truth, there is good or bad management—there is no in-between. In our own company we adopt and follow the management principles of economist and management scientist Fredmund Malik. So we incorporated these into Pipeliner, too.

Today we see that the complexity in the world is only increasing. We certainly witness such complexity in sales—with dataData Data is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning., leads, opportunities, the sales cycleSales Cycle Sales Cycle is a repeating process characterized by a predictable sequence of stages that a company undergoes as it sells its products and services to customers., multiple pipelines, multiple companies, multiple productProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. lines, tier pricing, and much more.

So today we have arrived at the best possible way to face and deal with this complexity.

Cybernetics and Complexity

The best definition of the word cybernetics that I know of comes from cybernetics pioneer W. Ross Ashby, who defined it as the “science of simplification.” The science of cybernetics is employed to approach and understand complexity.

Cybernetics simplifies complexity by providing models of systems that are too complex for the viewer to understand without some kind of assistance. These models act as dynamic moving maps of these complex systems. They are real-time navigators that enable shared understanding and communication.

Interestingly, the root of the word “cybernetic” is the Greek kubernētēs, which means “steersman,” one who steers a boat. With cybernetics as a background, we have designed Pipeliner Navigator for the purpose of safely navigating a sales representative—and therefore a sales team and business—through the world’s growing complexity.

Visual Models

With Pipeliner Navigator we are presenting a rep with the data they should have to proceed—much as the navigator on a ship or an aircraft would present navigational data to the captain. It is still up to the captain to guide the ship in its actual voyage.

Put another way, we are presenting the salesperson with visual models to plot a course to success. The sales rep can then take that data—that instant intelligence, visualized—and utilize it to proceed forward toward the target in the most efficient way possible.

Such a powerful tool takes a salesperson’s attention off of all the details—now details are right there in front of him or her, not inside their head. They can put their full attention on moving forward toward that target.

Navigator visually prioritizes a rep’s tasks, activities, and opportunities. In Navigator’s target view, the rep can see, in real-time, how they are proceeding toward attaining their target. This display can be customized by target type, by quotaQuota Quota is a predefined benchmark indicating the amount of sales a selling unit such as a sales rep or a regional sales team should achieve within a given period, often used as a measure of success, performance and eligibility for commissions and other rewards. and by time period so that they really understand what is needed to make it.

At any time, the salesperson can drill down and readily see any of the opportunities that make up the target, and what needs to be done with that opportunity.

Sales ManagerSales Manager Sales Manager is an executive who leads a sales unit, team or department by setting goals and meeting targets, formulating plans and policies, designating tasks, and developing salespeople.

Navigator is an extremely useful tool for the sales manager as well. The sales manager can utilize Navigator, through Pipeliner’s Profiles feature, to look at the opportunities, tasks and priorities for any single rep, a sales unit or the whole team. Of course, the sales manager can also utilize Navigator for their own tasks and priorities.

The Future

The future for Pipeliner CRM will always go along the lines of proven scientific concepts and principles. Join us in our journey—for your business success!