Jan 6, 2026
Pipeline
—
The total value of all active sales opportunities currently being worked. Represents potential future revenue if deals close.
—————————————
Formula:
Sum of All Open Opportunity Values
—————————————
Benchmarks
Healthy pipeline: 3-4x revenue target. Less = potential shortfall. More may indicate velocity problems.
—————————————
Why It Matters
Pipeline value is probabilistic—$100K opportunity at 50% probability = $50K in forecast. Track pipeline coverage (pipeline ÷ quota) monthly. B2B average journey is 211 days from first touch to revenue.
—————————————