Sales
Pipeline
The total dollar value of in-progress sales opportunities at various stages.
Sales Pipeline is the dollar-value sum of in-progress opportunities, typically segmented by stage. Pipeline coverage (pipeline relative to revenue target) is a key forecasting input — common rules of thumb are 3-5x pipeline coverage relative to bookings target for the period.
Example
Q1 bookings target is $2M. Pipeline at start of Q1 is $7M. Pipeline coverage = 3.5x — reasonable but not generous.
Related terms
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