Detailed Sales Pipeline Management
Company Confidential Instructions: Enter values into the white and yellow cells only. Opportunity Customer Sales Name Contact Region A. Datum Corporation Kim Abercrombie US - Northeast Adventure Works Angela Barbariol US - Southeast Alpine Ski House Gabriele Cannata US - North Central Baldwin Museum of Science Barbara S. Decker US - South Central Blue Yonder Airlines Susan W. Eaton US - Northwest City Power & Light Kathie Flood US - Southwest Coho Vineyard Janice Galvin Canada - East Coho Winery Adina Hagege Canada - West Coho Vineyard & Winery Shu Ito EMEA - UK Contoso, Ltd. David Jaffe EMEA - France Contoso Pharmaceuticals Sandeep Kaliyath EMEA - Germany Consolidated Messenger Rebecca Laszlo EMEA - Italy Fabrikam, Inc. Diane Margheim EMEA - Other Fourth Coffee Paula Nartker APSA - Asia Graphic Design Institute Robert O'Hara APSA - Pacific Humongous Insurance Carol Philips APSA - Mexico Litware, Inc. Kim Ralls APSA - Australia Lucerne Publishing Sharon Salavaria APSA - Other Margie's Travel Andy Teal US - Northeast Northwind Traders Sunil Uppal US - South Central Proseware, Inc. H. Brian Valentine Canada - East School of Fine Art Robert Walters EMEA - France TOTAL
Lead Source Web Inquiry E-Mail Partner Customer Reference Web Event Conference E-Mail Partner Customer Reference Conference E-Mail Customer Reference Conference E-Mail Web Inquiry Web Event Web Inquiry Partner E-Mail Conference Customer Reference Web Inquiry
Sales Category Consulting Products Training Mixture Prof. Services Support Mixture Training Consulting Mixture Products Products Consulting Training Services Support Prof. Services Services Support Prof. Services Mixture Services
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
Forecast Amount 150,000 145,200 162,500 147,500 148,000 175,000 149,000 142,000 189,900 172,500 163,500 155,500 166,000 180,000 140,000 155,000 173,200 146,500 156,750 162,000 157,000 173,000 3,510,050
Forecast Close Contact January Lead February Qualified Lead March Opportunity April Executive Sponsorship May Proposal Discussed June Written Proposal July Contract August Purchase Order September Invoice October Payment November Acceptance December Executive Sponsorship January Invoice March Contract May Qualified Lead June Lead October Contact December Payment November Written Proposal February Opportunity March Executive Sponsorship April
Sales Phase
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Detailed Sales Pipeline Management
Company Confidential Probability of Sale 90% 10% 20% 30% 40% 50% 60% 70% 80% 90% 20% 100% 10% 30% 60% 30% 50% 60% 70% 90% 100% 40% Monthly Total Cumulative January Forecast $ 135,000 $ $ $ $ $ $ $ $ $ $ $ $ 16,600 $ $ $ $ $ $ $ $ $ $ 151,600 $ 151,600 February Forecast $ $ 14,520 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 145,800 $ $ $ 160,320 $ 311,920 March Forecast $ $ $ 32,500 $ $ $ $ $ $ $ $ $ $ $ 54,000 $ $ $ $ $ $ $ 157,000 $ $ 243,500 $ 555,420 April Forecast $ $ $ $ 44,250 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 69,200 $ 113,450 $ 668,870 May Forecast $ $ $ $ $ 59,200 $ $ $ $ $ $ $ $ $ $ 84,000 $ $ $ $ $ $ $ $ 143,200 $ 812,070 June Forecast $ $ $ $ $ $ 87,500 $ $ $ $ $ $ $ $ $ $ 46,500 $ $ $ $ $ $ $ 134,000 $ 946,070 July Forecast $ $ $ $ $ $ $ 89,400 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 89,400 $ 1,035,470 August Forecast $ $ $ $ $ $ $ $ 99,400 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 99,400 $ 1,134,870 September Forecast $ $ $ $ $ $ $ $ $ 151,920 $ $ $ $ $ $ $ $ $ $ $ $ $ $ 151,920 $ 1,286,790 October Forecast $ $ $ $ $ $ $ $ $ $ 155,250 $ $ $ $ $ $ $ 86,600 $ $ $ $ $ $ 241,850 $ 1,528,640 November Forecast $ $ $ $ $ $ $ $ $ $ $ 32,700 $ $ $ $ $ $ $ $ 109,725 $ $ $ $ 142,425 $ 1,671,065 December Forecast $ $ $ $ $ $ $ $ $ $ $ $ 155,500 $ $ $ $ $ $ 87,900 $ $ $ $ $ 243,400 $ 1,914,465 Weighted Forecast $ 135,000 $ 14,520 $ 32,500 $ 44,250 $ 59,200 $ 87,500 $ 89,400 $ 99,400 $ 151,920 $ 155,250 $ 32,700 $ 155,500 $ 16,600 $ 54,000 $ 84,000 $ 46,500 $ 86,600 $ 87,900 $ 109,725 $ 145,800 $ 157,000 $ 69,200
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Monthly Weighted Forecast
$2,500,000
$2,000,000
Forecast Revenue
$1,500,000
$1,000,000
$500,000
$1 Monthly Cumulative 2 3 4 5 6 7 8 9 10 11 12
$151,60
$151,60
$160,32
$311,92
$243,50
$555,42
$113,45
$668,87
$143,20
$812,07
$134,00
$946,07
$89,400
$1,035,
$99,400
$1,134,
$151,92
$1,286,
$241,85
$1,528,
$142,42
$1,671,
$243,40
$1,914,
Month