Sales Pipeline is a structured, visual view of every active deal and the stage it’s at — from first contact to closed — so a team can see, manage and forecast its sales.
A pipeline organises deals into stages so you can see at a glance where everything stands, what needs attention, and what’s likely to close. It’s the operating view of sales — usually managed in a CRM — and the basis for forecasting.
A healthy pipeline isn’t just big — it needs enough coverage (typically a multiple of your target, since not all deals close), realistic stage conversion, and movement. A pipeline that’s large but stalled, or thin on coverage, won’t hit the number. Track sales velocity and stage conversion, not just total value.
A structured, visual view of every active deal and the stage it's at, from first contact to close. It lets a team see where deals stand, manage them, and forecast revenue, usually within a CRM.
Commonly: lead/prospect, qualified (MQL/SQL), proposal/negotiation, and closed won or lost. The exact stages vary by business, but each represents a step toward a decision.
Pipeline coverage is the ratio of total pipeline value to your sales target. Because not every deal closes, teams usually need coverage of several times the target — a healthy pipeline has enough coverage, realistic conversion and steady movement.
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