The sales pipeline encompasses the opportunities or potential deals at each stage of the sales process from initial contact to closed sale. Pipeline reporting tracks deal values, stages, probability, and aging to provide forecasts. Pipeline health is essential for revenue achievement.

Strong pipelines have sufficient transaction volume and expected value to meet goals. Weak pipelines signal problems needing attention like ineffective prospecting or poor win rates. Long delays transitioning deals between stages also represent bottlenecks requiring improvement.

Sales managers should review pipelines regularly and coach reps on closing gaps. Maintaining accurate pipeline hygiene ensures credible forecasting tied to leading indicators of sales performance.

Back to Glossary