The sales pipeline provides a snapshot of opportunities at each stage of the sales process from initial contact to closed deal. Pipeline reporting tracks deal values, stages, probabilities, aging, and projected close dates to inform forecasts.
Maintaining pipeline accuracy ensures reliable revenue forecasting and performance visibility. Weak or stagnant pipelines signal problems needing attention like ineffective prospecting or poor win rates. High velocity through pipeline stages indicates health.
Sales managers should review pipelines regularly to surface red flags, diagnose issues slowing deals, and coach improvements. Strong pipeline hygiene requires keeping data current. Nurturing deals through pipeline stages efficiently to close deals drives attainment of revenue targets.