How to Build a Sales Pipeline You Can Forecast
A pipeline is only useful when stages have defined entry criteria, probabilities and next actions.
Working record
| Check | What to do | Evidence to retain |
|---|---|---|
| Define stages | Name the observable buying action represented by each pipeline stage. Separate contacts from qualified opportunities. | The define stages record, its source and the person responsible for resolving missing evidence. |
| Set stage criteria | Write the evidence required to enter and leave each stage. Apply the same rule across sales owners. | The set stage criteria record, its source and the person responsible for resolving missing evidence. |
| Weight opportunities carefully | Assign probability using an agreed stage or account rule. Inspect large or stale deals separately before relying on a weighted total. | The weight opportunities carefully record, its source and the person responsible for resolving missing evidence. |
| Review movement and coverage | Inspect stage changes, next actions and expected close dates. Compare qualified pipeline with the target for the same period. | The review movement and coverage record, its source and the person responsible for resolving missing evidence. |
Review the decision
A pipeline is only useful when stages have defined entry criteria, probabilities and next actions. Keep define stages, set stage criteria, weight opportunities carefully attached to the conclusion so the next owner can challenge the assumptions. Resolve missing evidence before treating this record as approval.
Continue the decision
How to Build a Sales Pipeline You Can Actually Review · Customer Acquisition Cost: A Practical Business Guide.
Calculation and source notes
Keep the displayed formula, input units and model scope with the result. Corrections or questions can be sent through the request section on this page.
Content updated: October 11, 2026