What is it?

Pipeline refers to the set of active opportunities that are progressing through defined stages toward a revenue outcome. Pipelines are typically managed by sales teams and tracked in CRM systems.

Pipeline provides visibility into future revenue potential.

Examples in Action

• Opportunities progressing through qualification stages
  
• Forecasting revenue based on deal stages
  
• Monitoring deal velocity and drop-off
  
• Managing sales capacity and prioritisation
  

Typical Outcomes / Results

• Improved revenue predictability
  
• Better sales planning and prioritisation
  
• Clear visibility into growth trajectory
  
• Stronger accountability across teams
  

This glossary entry reflects standard sales and revenue operations usage.