Gestão de oportunidades e a jornada de vendas: relato tecnológico de um projeto pipeline comercial

Abstract

This study addresses the implementation of a sales pipeline as a technological tool to support sales management, within the context of a technology company that faced difficulties integrating and analyzing disparate data, compromising sales process visibility and strategic decision-making. The research is characterized as a technological report, with a qualitative approach, exploratory and descriptive in nature. The methodological procedures involved defining performance indicators, collecting and integrating data into a Customer Relationship Management (CRM) system, initial prototyping in Microsoft Excel spreadsheets, and migrating to the Tableau platform, enabling the construction of dynamic dashboards and real-time analysis. The results demonstrated significant advances, such as greater visibility into the sales process, predictability of results, and a strengthened data culture, in addition to the integration of previously disparate information. Challenges were also identified, such as technological dependency, the need for more detailed documentation, costs related to Business Intelligence (BI) tools, and the requirement for ongoing team training. It is concluded that the integration between technology, processes and people enhances organizational efficiency and contributes to competitiveness, offering practical and theoretical subsidies for future research and applications in different contexts.