The sales pipeline provides a snapshot of prospective deals progressing through sequential stages from initial contact to won sale. Tracking pipeline activity, estimated values, and projections enables crucial revenue forecasting and performance optimization. Strong pipelines ensure predictable growth.

Common pipeline stages reflect milestones in customer decision journeys - like prospect, lead, qualified opportunity, proposal, negotiation, closed won. Weak pipelines signal problems needing correction through improved lead generation or conversion rates between stages. Maintaining standardized sales processes and pipeline hygiene is essential for accuracy. Nurturing deals quickly and steadily through the pipeline to closure is key to attaining sales targets. Qualified pipelines inform strategic decisions and resource allocation.

Back to Glossary