Period Pipeline Waterfall
What is Period Pipeline Waterfall?
Period Pipeline Waterfall provides a comprehensive overview of the development of sales opportunities within a specific period. It tracks the progression of the sales pipeline from its initial state at the beginning of the period, captures in-period changes such as newly added opportunities, pulled-in deals, and slipped opportunities, and records the final outcomes of these opportunities, whether they were won or lost.
Why is Period Pipeline Waterfall Important to Measure?
Measuring Period Pipeline Waterfall is critical for understanding the health and effectiveness of the sales pipeline. It helps businesses evaluate the efficiency of lead generation, deal progression, and conversion rates. By analyzing in-period changes, such as newly added opportunities and deal accelerations, businesses can identify trends and patterns that impact the pace of revenue generation and the overall sales cycle.
Tracking the final outcomes of opportunities (whether they were won or lost) provides valuable insights into the sales team's performance and the quality of the leads generated during the period. Period Pipeline Waterfall also allows businesses to evaluate the accuracy of their sales forecasting. By comparing the initial pipeline with the actual results, organizations can refine their forecasting models and set more accurate revenue targets for future periods.
Moreover, this metric is essential for sales managers and executives to make informed decisions, optimize resource allocation, and identify potential bottlenecks or areas for improvement within the sales process.
How is Period Pipeline Waterfall Calculated?
To calculate Period Pipeline Waterfall, you need to consider the following components:
- Starting Pipeline: The total value of sales opportunities in the pipeline at the beginning of the period.
- In-Period Changes: The changes that occur during the period, including changes to the starting pipeline, newly added opportunities, pulled-in or accelerated deals, and slipped opportunities.
- Pipeline Outcomes: The results of opportunities that were won or lost within the period.
- Results: The final outcomes of opportunities within the period, whether they were won or lost.
The formula for Period Pipeline Waterfall is as follows: Period Pipeline Waterfall = Starting Period Pipeline + New Period Pipeline + Pulled-In Period Pipeline - Slipped Period Pipeline - Lost Period Pipeline - Won Period Pipeline