What framework to use for analyzing sales pipeline?

Question

Hello. I am working in a framework to analyze the healthy and quality of sales pipeline. I would like to answer things like:

What will be the sales in next 12 months?

How is changing the pipeline structure with the time?

Is there any problem in the pipeline?

So, what could be the structure for these kind of cases (sales pipeline analysis, sales funnel analysis)?

Rgs

Answer 1

Hi there,

Could you clarify the exact objective/prompt? I don't see a use case for a framework solely on evaluating the health/quality of the pipeline. Meaning, you're overcomplicating this.

My pipeline is healthy if I have a good amount of projects/anticipated revenue in relation to my current business. i.e. over the next few years I expect to be able to keep my employees on work. The formula for this is really just taking every project in my pipeline and saying $ value of contract X % chance of signing/execution.

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