Question 1

What's the difference between pipeline and forecast?

Accepted Answer

Pipeline is all deals in progress (what's possible). Forecast is what you expect to close (what's probable). Forecast = pipeline × probability, weighted by stage and deal health.

Question 2

How should I define deal stages?

Accepted Answer

Based on buyer actions, not seller activities. "Sent proposal" isn't as meaningful as "Proposal accepted." Clear exit criteria for each stage. 5-7 stages is typical.

Question 3

What metrics indicate a healthy pipeline?

Accepted Answer

Pipeline coverage (3x target), average deal size, stage distribution (not all at one stage), age by stage, velocity (time through pipeline), conversion rates between stages.

Question 4

How do I spot deals at risk?

Accepted Answer

Long time in stage, no recent activity, skipped stages, ghosting after proposal, no multi-threaded relationships. Conversation intelligence tools can score deal health automatically.

Question 5

How often should I review pipeline?

Accepted Answer

Personal review: daily. Team pipeline review: weekly. Deep deal reviews: bi-weekly or monthly. Forecast commits: monthly or quarterly depending on sales cycle.

Question 6

What's pipeline coverage and how much do I need?

Accepted Answer

Pipeline ÷ quota = coverage. 3x coverage is standard—if you close 33%, you hit target. Higher coverage for newer products or variable close rates. Below 2x is danger zone.

Question 7

How do I forecast more accurately?

Accepted Answer

Use weighted pipeline (deal value × stage probability). Add qualitative judgment. Track forecast accuracy over time. Adjust probabilities based on your actual conversion data.

Question 8

Should I use CRM built-in forecasting or a separate tool?

Accepted Answer

CRM forecasting works until ~$5M ARR. Tools like Clari, Gong add intelligence, call data, and risk signals. Separate tools make sense for larger, complex sales organizations.

Question 9

How do I handle deals that go dark?

Accepted Answer

Create "inactive deal" triggers (no activity for X days). Systematic re-engagement sequence. Know when to close as lost—zombie deals obscure reality. Win-back campaigns for closed-lost.

Question 10

What's a good stage-to-stage conversion rate?

Accepted Answer

Varies by business, but 25-50% between stages is typical. If conversion drops dramatically at one stage, that's where to focus improvement. Track and benchmark your funnel.

Question 11

How do I prevent deals from slipping?

Accepted Answer

Clear next steps with dates. Multiple stakeholder relationships. Understand decision timeline. Identify blockers early. Mutual action plans for complex deals. Follow up relentlessly.

Question 12

What information should be captured on each deal?

Accepted Answer

Value, close date, stage, decision-maker, next step, competitors involved, budget confirmed, compelling event. Enough to assess health without busywork. CRM discipline is crucial.

Question 13

How do I do effective 1:1 pipeline reviews?

Accepted Answer

Focus on top deals, stuck deals, and at-risk deals. Coach on next actions. Review losses for learning. Weekly rhythm. It's not interrogation—it's collaborative problem-solving.

Question 14

What's deal velocity and why does it matter?

Accepted Answer

Time from opportunity creation to close. Faster velocity = more capacity. Track by segment—enterprise is slower than SMB. Look for bottleneck stages where deals linger.

Question 15

How do I share pipeline visibility with leadership?

Accepted Answer

Dashboard with key metrics: pipeline value, coverage, top deals, forecast vs. target. Weekly or monthly updates depending on sales cycle. Transparency builds trust.

I need visibility into my sales pipeline and deal progress

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