Strategic 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 US - Northeast Contoso, Ltd. David Jaffe US - Southwest Contoso Pharmaceuticals Sandeep Kaliyath US - Northeast Consolidated Messenger Rebecca Laszlo US - Southwest Fabrikam, Inc. Diane Margheim US - Northwest Fourth Coffee Paula Nartker US - Northeast Graphic Design Institute Robert O'Hara US - Southeast Humongous Insurance Carol Philips US - Southwest Litware, Inc. Kim Ralls US - North Central Lucerne Publishing Sharon Salavaria US - Northeast Margie's Travel Andy Teal US - South Central Northwind Traders Sunil Uppal US - Southeast Proseware, Inc. H. Brian Valentine US - Southwest School of Fine Art Robert Walters US - Northwest TOTAL
Lead Source Web Inquiry E-Mail Partner Customer Reference Web Event Trade Show E-Mail Partner Customer Reference Trade Show E-Mail Customer Reference Trade Show E-Mail Web Inquiry Web Event Web Inquiry Partner E-Mail Trade Show Customer Reference Web Inquiry
Product Line Product Line A Product Line B Product Line C Product Line E Product Line D Product Line A Product Line E Product Line A Product Line B Product Line D Product Line A Product Line D Product Line A Product Line C Product Line A Product Line E Product Line A Product Line C Product Line B Product Line B Product Line E Product Line D
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
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 Written Proposal June Negotiation Phase July Verbal Approval August Contract September Purchase Order October Invoice November Payment December Acceptance January Contact March Lead May Qualified Lead June Executive Sponsorship October Written Proposal December Invoice November Payment February Acceptance March Negotiation Phase April
Sales Phase
Strategic Sales Pipeline Management
Company Confidential Probability of Sale 10% 20% 30% 40% 50% 60% 70% 75% 80% 85% 90% 95% 10% 10% 20% 30% 50% 60% 90% 95% 10% 70% Monthly Total Cumulative January Forecast $ 15,000 $ $ $ $ $ $ $ $ $ $ $ $ 16,600 $ $ $ $ $ $ $ $ $ $ 31,600 $ 31,600 February Forecast $ $ 29,040 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 153,900 $ $ $ 182,940 $ 214,540 March Forecast $ $ $ 48,750 $ $ $ $ $ $ $ $ $ $ $ 18,000 $ $ $ $ $ $ $ 15,700 $ $ 82,450 $ 296,990 April Forecast $ $ $ $ 59,000 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 121,100 $ 180,100 $ 477,090 May Forecast $ $ $ $ $ 74,000 $ $ $ $ $ $ $ $ $ $ 28,000 $ $ $ $ $ $ $ $ 102,000 $ 579,090 June Forecast $ $ $ $ $ $ 105,000 $ $ $ $ $ $ $ $ $ $ 46,500 $ $ $ $ $ $ $ 151,500 $ 730,590 July Forecast $ $ $ $ $ $ $ 104,300 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 104,300 $ 834,890 August Forecast $ $ $ $ $ $ $ $ 106,500 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 106,500 $ 941,390 September Forecast $ $ $ $ $ $ $ $ $ 151,920 $ $ $ $ $ $ $ $ $ $ $ $ $ $ 151,920 $ 1,093,310 October Forecast $ $ $ $ $ $ $ $ $ $ 146,625 $ $ $ $ $ $ $ 86,600 $ $ $ $ $ $ 233,225 $ 1,326,535 November Forecast $ $ $ $ $ $ $ $ $ $ $ 147,150 $ $ $ $ $ $ $ $ 141,075 $ $ $ $ 288,225 $ 1,614,760 December Forecast $ $ $ $ $ $ $ $ $ $ $ $ 147,725 $ $ $ $ $ $ 87,900 $ $ $ $ $ 235,625 $ 1,850,385 Weighted Forecast $ 15,000 $ 29,040 $ 48,750 $ 59,000 $ 74,000 $ 105,000 $ 104,300 $ 106,500 $ 151,920 $ 146,625 $ 147,150 $ 147,725 $ 16,600 $ 18,000 $ 28,000 $ 46,500 $ 86,600 $ 87,900 $ 141,075 $ 153,900 $ 15,700 $ 121,100
Strategic Sales Pipeline Management
Company Confidential Instructions: Adjust the column headings to match your region names. US - Northeast US - Southeast US - North Central US - South Central $ 15,000 $ $ $ $ $ 29,040 $ $ $ $ $ 48,750 $ $ $ $ $ 59,000 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 151,920 $ $ $ $ $ $ $ $ 147,150 $ $ $ $ $ $ $ $ $ $ $ $ 18,000 $ $ $ $ $ 28,000 $ $ $ $ $ $ $ $ $ 86,600 $ $ 87,900 $ $ $ $ $ $ $ 141,075 $ $ 153,900 $ $ $ $ $ $ $ $ $ $ $ 419,970 $ 210,940 $ 135,350 $ 200,075
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
US - Northwest 74,000 16,600 121,100 211,700
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
US - Southwest 105,000 146,625 147,725 46,500 15,700 461,550
Canada - East $ $ $ $ $ $ $ 104,300 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 104,300
Canada - West $ $ $ $ $ $ $ $ 106,500 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 106,500
Strategic Sales Pipeline Management
Company Confidential Instructions: Adjust the column headings to match your lead source names. Web Inquiry Partner Customer Reference $ 15,000 $ $ $ $ $ $ $ 48,750 $ $ $ $ 59,000 $ $ $ $ $ $ $ $ $ $ $ 106,500 $ $ $ $ 151,920 $ $ $ $ $ $ $ $ $ 147,725 $ $ $ $ $ $ $ 28,000 $ $ $ $ $ $ 86,600 $ $ $ $ 87,900 $ $ $ $ $ $ $ $ $ $ 15,700 $ 121,100 $ $ $ 250,700 $ 243,150 $ 374,345
Web Event $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 74,000 46,500 120,500 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
Trade Show 105,000 146,625 16,600 153,900 422,125
Monthly Weighted Forecast
$2,000,000 $1,800,000 $1,600,000
$1,400,000
Forecast Revenue
$1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $1 Monthly Cumulative 2 3 4 5 6 7 8 9 10 11 12
$31,600
$31,600
$182,940
$214,540
$82,450
$296,990
$180,100
$477,090
$102,000
$579,090
$151,500
$730,590
$104,300
$834,890
$106,500
$941,390
$151,920
$1,093,31
$233,225
$1,326,53
$288,225
$1,614,76
$235,625
$1,850,38
Month
Pipeline by Region
Canada - West 6% Canada - East 6% US - Northeast 23%
US - Southwest 25% US - Southeast 11%
US - North Central 7% US - Northwest 11% US - South Central 11%
Pipeline by Lead Source
Web Inquiry 18%
Trade Show 29% Partner 17% Web Event 9%
Customer Reference 27%