Glossary
What Is a Sales Pipeline?
A sales pipeline is the stage-based visual representation of every potential deal your sales team is working. A healthy pipeline equals predictable revenue.
Try the CRM FreeSales pipeline vs sales funnel
These are often confused: A sales funnel describes the volume of prospects narrowing at each stage (top-down view of MARKETING). A sales pipeline describes the specific deals a salesperson is working (operational view of SALES). The funnel feeds the pipeline.
Standard Pipeline Stages
Prospecting
Identifying and reaching out to potential customers. Outbound calls/emails, inbound MQL follow-up.
Qualifying
Confirming BANT: Budget, Authority, Need, Timeline. Disqualifying bad-fit early saves wasted effort.
Discovery
Deep needs assessment. What problem are they solving? What's the impact? Who else is involved?
Proposal
Formal pricing and scope sent. Discussing terms, customizations.
Negotiation
Legal review, procurement involvement, final pricing pushback.
Closed Won/Lost
Contract signed (won) or deal dead (lost). Lost = tagged with reason.
Pipeline health metrics
Coverage: pipeline value ÷ quota. 3-4× is healthy; 5×+ is great. Conversion: % moving stage to stage. Drop-off > 50% at one stage signals friction. Velocity: how fast deals close. Age: deals stuck > 1.5× average days-in-stage need attention. Slippage: % of deals expected to close this month that didn't. Above 20% = forecast problem.
How to keep your pipeline healthy
1. Always be prospecting (new pipeline replaces what closes). 2. Disqualify ruthlessly (bad-fit deals waste reps and inflate forecasts). 3. Move or kill stalled deals (stuck deal = no information). 4. Update CRM daily (real-time data > Friday batch update). 5. Review with manager weekly (fresh eyes catch denial).