What is a sales pipeline?

Stages should describe progress

A lead is an early prospect that may need qualification. An opportunity represents a potential sale worth tracking. Stages such as Prospecting, Qualification, Proposal and Negotiation describe where the opportunity sits in your sales process.

Agree what evidence moves a deal between stages. For example, reaching Proposal might mean that the customer’s needs have been discussed and an offer is being prepared. Stage names are less useful when different colleagues interpret them differently.

Keep a next action on every active opportunity

• Identify the customer and the person responsible for the opportunity.
• Record a realistic amount and expected timing.
• Keep the stage current after meaningful customer discussions.
• Assign a follow-up task with an owner and date.

For example, an opportunity in Negotiation may need a revised quotation and a call next week. The stage gives context; the task makes the next step practical.

Use the overview to ask better questions

Stage totals help a manager see where work is concentrated. They do not guarantee future revenue. Review the individual deals, dates and next actions behind the total before drawing conclusions about likely outcomes.