Guide

Pipeline Management: Build Predictable Revenue

Pipeline is your forecast. Manage it obsessively and you predict revenue accurately. Ignore it and you're flying blind. Daily pipeline hygiene is RevOps 101.

Pipeline Health Metrics

Total Pipeline Value$5M total, compare to quota

Pipeline by StageLeads, prospects, demos, proposals, negotiations

Aging PipelineHow old are deals? Are they stalled?

Deal SlippageDeals moved past close date without closing

Forecast AccuracyActual closes vs. predicted closes

Weekly Pipeline Cadence

Monday morning: Review pipeline by rep. Check for new deals. Identify aging deals.

Tuesday-Thursday: Reps update deals. New activity, new close dates, new stages.

Friday afternoon: Leadership reviews weekly trend. Are we on pace for target? What needs acceleration?

Monthly forecast meeting: Compare actual results to predicted. Update forecast for following month.

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