Pipeline
Definition
The total dollar value of all active sales opportunities at various stages, representing potential future revenue.
Pipeline is a forward-looking metric that quantifies the total value of deals currently in progress. Pipeline coverage ratio -- the ratio of pipeline value to quota -- is a critical leading indicator; most sales organizations target 3-4x coverage. Pipeline is analyzed by stage, age, source, and segment to identify risks and opportunities. Generating sufficient high-quality pipeline is the shared responsibility of marketing, SDR, and AE teams.
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FAQ
What does Pipeline mean?
Pipeline is a forward-looking metric that quantifies the total value of deals currently in progress. Pipeline coverage ratio -- the ratio of pipeline value to quota -- is a critical leading indicator; most sales organizations target 3-4x coverage. Pipeline is analyzed by stage, age, source, and segment to identify risks and opportunities. Generating sufficient high-quality pipeline is the shared responsibility of marketing, SDR, and AE teams.
What are the best Pipeline tools?
Top tools related to Pipeline: HubSpot, Salesforce, Pipedrive, Attio, Folk.