Glossary
What is Sales pipeline?
Sales pipeline
Definition
Sales pipeline is the stage-by-stage view of open sales opportunities, from first contact to won or lost, showing where each deal is and how much revenue is on the way.
Typical stages
New lead → first call → proposal → negotiation → won or lost. Each company defines its own stages with clear exit criteria.
Weighted value
Each stage has a default win probability. Weighted pipeline value = the sum of (deal value × stage probability).
Example
| Stage | Deal value | Probability | Weighted |
|---|---|---|---|
| Proposal | 5.8 bn IRR | 40% | 2.32 bn |
| Negotiation | 4.9 bn IRR | 70% | 3.43 bn |
The forecast for these two stages is about 5.75 bn IRR.
Pipelines in Fidar
A kanban pipeline, stage probabilities and automatic revenue forecasting are available in Fidar CRM. Practical guide: CRM for small businesses.
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