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.