The Visual Sales Pipeline

When Stephan Schiffman developed the Prospect Management SystemTM he initially displayed the pipeline visually, using Post-ITs on a board. He wanted to show his salespeople the concept of where the buyer might be located in the buying journey, not where the salesperson wanted the deal to be. This became the Board and has taken many format over the years. The Board was the first Kanban pipeline in the AppExchange (2010) and subsequently was adopted by Salesforce as their Kanban pipeline approach.

Today, well-known CRMs such as Pipedrive and Zoho use the visualized pipeline tool.