Tactical 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
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
Sales Phase Contact Lead Qualified Lead Opportunity Proposal Discussed Written Proposal Negotiation Phase Verbal Approval Purchase Order Invoice Payment Payment Verbal Approval Purchase Order Lead Qualified Lead Proposal Discussed Written Proposal Invoice Payment Verbal Approval Negotiation Phase
Forecast Close January February March April May June July August September October November December January March May June October December November February March April
Tactical Sales Pipeline Management
Company Confidential Probability of Sale 10% 20% 30% 40% 50% 60% 70% 75% 85% 90% 95% 95% 75% 85% 20% 30% 50% 60% 90% 95% 75% 70% Monthly Total Cumulative January Forecast $ 15,000 $ $ $ $ $ $ $ $ $ $ $ $ 124,500 $ $ $ $ $ $ $ $ $ $ 139,500 $ 139,500 February Forecast $ $ 29,040 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 153,900 $ $ $ 182,940 $ 322,440 March Forecast $ $ $ 48,750 $ $ $ $ $ $ $ $ $ $ $ 153,000 $ $ $ $ $ $ $ 117,750 $ $ 319,500 $ 641,940 April Forecast $ $ $ $ 59,000 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 121,100 $ 180,100 $ 822,040 May Forecast $ $ $ $ $ 74,000 $ $ $ $ $ $ $ $ $ $ 28,000 $ $ $ $ $ $ $ $ 102,000 $ 924,040 June Forecast $ $ $ $ $ $ 105,000 $ $ $ $ $ $ $ $ $ $ 46,500 $ $ $ $ $ $ $ 151,500 $ 1,075,540 July Forecast $ $ $ $ $ $ $ 104,300 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 104,300 $ 1,179,840 August Forecast $ $ $ $ $ $ $ $ 106,500 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 106,500 $ 1,286,340 September Forecast $ $ $ $ $ $ $ $ $ 161,415 $ $ $ $ $ $ $ $ $ $ $ $ $ $ 161,415 $ 1,447,755 October Forecast $ $ $ $ $ $ $ $ $ $ 155,250 $ $ $ $ $ $ $ 86,600 $ $ $ $ $ $ 241,850 $ 1,689,605 November Forecast $ $ $ $ $ $ $ $ $ $ $ 155,325 $ $ $ $ $ $ $ $ 141,075 $ $ $ $ 296,400 $ 1,986,005 December Forecast $ $ $ $ $ $ $ $ $ $ $ $ 147,725 $ $ $ $ $ $ 87,900 $ $ $ $ $ 235,625 $ 2,221,630 Weighted Forecast $ 15,000 $ 29,040 $ 48,750 $ 59,000 $ 74,000 $ 105,000 $ 104,300 $ 106,500 $ 161,415 $ 155,250 $ 155,325 $ 147,725 $ 124,500 $ 153,000 $ 28,000 $ 46,500 $ 86,600 $ 87,900 $ 141,075 $ 153,900 $ 117,750 $ 121,100 Internal Calculation 0.1 0.2 0.3 0.4 0.5 0.6 0.7 -1 -1 -1 -1 -1 -1 -1 0.2 0.3 0.5 0.6 -1 -1 -1 0.7 Internal Calculation -1 -1 -1 -1 -1 -1 -1 0.75 0.85 0.9 0.95 0.95 0.75 0.85 -1 -1 -1 -1 0.9 0.95 0.75 -1
Tactical 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 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 161,415 $ $ $ $ $ $ $ $ 155,325 $ $ $ $ $ $ $ $ $ $ $ $ 153,000 $ $ $ $ $ 28,000 $ $ $ $ $ $ $ $ $ 86,600 $ $ 87,900 $ $ $ $ $ $ $ 141,075 $ $ 153,900 $ $ $ $ $ $ $ $ $ $ $ 572,640 $ 210,940 $ 135,350 $ 200,075
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
US - Northwest 74,000 124,500 121,100 319,600
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
US - Southwest 105,000 155,250 147,725 46,500 117,750 572,225
Canada - East $ $ $ $ $ $ $ 104,300 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 104,300
Canada - West $ $ $ $ $ $ $ $ 106,500 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 106,500
Tactical Sales Pipeline Management
Company Confidential Instructions: Adjust the column headings to match your sales phase names. Contact Lead Qualified Lead Opportunity Proposal Discussed $ 15,000 $ $ $ $ $ $ 29,040 $ $ $ $ $ $ 48,750 $ $ $ $ $ $ 59,000 $ $ $ $ $ $ 74,000 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 28,000 $ $ $ $ $ $ 46,500 $ $ $ $ $ $ $ 86,600 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 15,000 $ 57,040 $ 95,250 $ 59,000 $ 160,600
Written Proposal $ $ $ $ $ $ 105,000 $ $ $ $ $ $ $ $ $ $ $ $ 87,900 $ $ $ $ $ 192,900
Negotiation Phase $ $ $ $ $ $ $ 104,300 $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ 121,100 $ 225,400
Verbal Approval $ $ $ $ $ $ $ $ 106,500 $ $ $ $ $ 124,500 $ $ $ $ $ $ $ $ 117,750 $ $ 348,750
Purchase Order $ $ $ $ $ $ $ $ $ 161,415 $ $ $ $ $ 153,000 $ $ $ $ $ $ $ $ $ 314,415
Invoice $ $ $ $ $ $ $ $ $ $ 155,250 $ $ $ $ $ $ $ $ $ 141,075 $ $ $ $ 296,325
Payment $ $ $ $ $ $ $ $ $ $ $ 155,325 $ 147,725 $ $ $ $ $ $ $ $ 153,900 $ $ $ 456,950
Monthly Weighted Forecast
$2,500,000
$2,000,000
Forecast Revenue
$1,500,000
$1,000,000
$500,000
$1 Monthly $139,50 2 $182,94 $322,44 3 $319,50 $641,94 4 $180,10 $822,04 5 $102,00 $924,04 6 $151,50 $1,075, 7 $104,30 $1,179, 8 $106,50 $1,286, 9 $161,41 $1,447, 10 $241,85 $1,689, 11 $296,40 $1,986, 12 $235,62 $2,221,
Cumulative $139,50
Month
Pipeline by Region
Canada - West
$106,500
Canada - East
$104,300
US - Southwest
$572,225
US - Northwest
$319,600
US - South Central
$200,075
US - North Central
$135,350
US - Southeast
$210,940
US - Northeast
$572,640
$-
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
Pipeline by Sales Phase
$500,000 $456,950 $450,000 $400,000 $348,750 $350,000 $314,415 $300,000
$296,325
Pipeline
$250,000 $200,000 $160,600 $150,000 $100,000 $57,040 $50,000 $15,000 $Opportunity Contact Lead $95,250 $192,900
$225,400
$59,000
Invoice
Negotiation Phase
Proposal Discussed
Written Proposal
Sales Phase
Verbal Approval
Purchase Order
Qualified Lead
Payment