Pipeline Analysis

Streamline pipeline management and gain predictability into booking.

Business questions

How have our pipeline and bookings evolved over the quarter?
Do we maintain a consistent pipeline factory across regions and products?
What is our most effective lead source?
How many opportunities are slipping, and how does that compare to previous quarters?
Which sales teams have an effective, and predictable, playbook?

This template empowers you to effectively streamline pipeline management, identify leakage, build a pipeline creation factory, and gain predictability into booking. Track and analyze the evolution of your pipeline throughout the quarter in order to adjust your sales resources and ensure you are on track to meet your goals for the quarter. Break down and filter the data by team, lead source, region, product category, customer segment, and deal size to sketch a winning playbook for your sales team.

Included Metrics (8)

Bookings and pipeline

Combining bookings quarter to date with open pipeline opportunities for the quarter.

Pipeline creation

The amount of new pipeline opportunities created during the period.

Pipeline creation QTD (historical comparison)

A historical comparison of past four quarters of creating new opportunities in each fiscal week of the quarter to this quarter.

Bookings QTD

The amount of closed won opportunities so far in the quarter, broken down by weeks.

Bookings QTD (historical comparison)

Comparing how bookings evolved in each of the past four quarters, by week.

Slipped pipeline quarterly

The amount of pipeline opportunities that slipped out of the quarter.

Pipeline waterfall quarterly

Overview of the historical development of pipeline opportunities with close date in the period.

Slipped pipeline QTD (historical comparison)

A historical comparison of opportunities with close date in the quarter that slipped out of the quarter.

Included Metrics (8)

Bookings and pipeline

Combining bookings quarter to date with open pipeline opportunities for the quarter.

Pipeline creation

The amount of new pipeline opportunities created during the period.

Pipeline creation QTD (historical comparison)

A historical comparison of past four quarters of creating new opportunities in each fiscal week of the quarter to this quarter.

Bookings QTD

The amount of closed won opportunities so far in the quarter, broken down by weeks.

Bookings QTD (historical comparison)

Comparing how bookings evolved in each of the past four quarters, by week.

Slipped pipeline quarterly

The amount of pipeline opportunities that slipped out of the quarter.

Pipeline waterfall quarterly

Overview of the historical development of pipeline opportunities with close date in the period.

Slipped pipeline QTD (historical comparison)

A historical comparison of opportunities with close date in the quarter that slipped out of the quarter.

Tags:

Sales

Pipeline Management

Forecasting

SalesOps

Relevant Articles

Glossary

Bookings

Bookings is a key performance indicator which shows the total value of opportunities that were successfully closed in the period.

Connections

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