Sales Pipeline

Full definition

A sales pipeline is the set of active deals a sales team is working, organized by stage in the sales cycle. Typical stages include prospecting, qualified, discovery, demo, proposal, negotiation, and closed-won or closed-lost. Pipeline management — making sure each deal is in the right stage, has accurate next steps, and is moving forward — is one of the core responsibilities of a sales manager. Real-time coaching contributes to pipeline health by improving qualification on discovery calls, which keeps bad-fit deals out of the pipeline.