Sales Pipeline - Marketing

Overview

The Sales Pipeline screen provides analytics and management for the deals tracked in your CRM. While the CRM's Kanban view is for day-to-day deal management, the Sales Pipeline screen is for understanding funnel health at a glance — how many deals are in each stage, what their total value is, and how much revenue you can realistically forecast this quarter.

Pipeline Metrics

The summary bar at the top of the screen shows four headline metrics:

Total Pipeline

$420K

Weighted Forecast

$187K

Won This Month

$34K

Lost This Month

$12K

Total Pipeline — sum of all active deal values (excludes Won and Lost).
Weighted Forecast — each deal's value × its probability percentage, summed across all active deals. A more realistic revenue estimate than the raw total.
Won This Month — total closed-won deal value in the current calendar month.
Lost This Month — total closed-lost deal value in the current calendar month.

Stage Conversion

The funnel visualisation shows deal count and total value at each pipeline stage. Between each pair of adjacent stages, a conversion rate percentage shows what fraction of deals from the previous stage advance to the next.

Low conversion rates between specific stages signal bottlenecks in your sales process. For example, a low Proposal Sent → Negotiation rate suggests that proposals are not compelling enough to generate negotiations — a coaching or content problem, not a lead generation one.

Deal Management

The deal table below the funnel lists all active deals with their stage, value, probability, owner, and expected close date. From this table you can:

Edit a deal's stage, value, or probability inline by clicking the row.
Bulk update — check multiple deals and use the bulk action bar to move them to a new stage or assign a new owner.
Filter by stage, owner, or close date range using the filter bar above the table.

Revenue Forecast

The forecast section projects monthly and quarterly revenue based on deal close dates and probability scores. Deals with close dates in the current month that have high probability scores contribute most to the monthly forecast. Deals with close dates in the next quarter shape the quarterly view.

Keep Probabilities Calibrated

The forecast is only as accurate as your probability scores. Review and update deal probabilities weekly — a deal that has been in Negotiation for 6 weeks without progress should have its probability reduced, which will lower its forecast contribution and give you a more honest picture of your pipeline.

Rep Performance

The Rep Performance section breaks down pipeline metrics by deal owner. For each team member you see: number of active deals, total pipeline value, weighted forecast, deals won this month, and win/loss ratio. Use this to identify top performers and team members who may need support.

Export

Click Export in the top toolbar to download the current pipeline as an Excel-compatible CSV. The export includes all deal fields (name, stage, value, probability, owner, expected close date, contact name, company) and can be imported into any spreadsheet tool for further analysis.

Frequently Asked Questions

How do I set the MQL threshold?

Set the score threshold under Settings > Lead Scoring. The default value is 60. Leads that exceed this value automatically move to MQL status.

Do leads handed off to SQL appear in the CRM?

Yes. If CRM integration is active, leads that move to SQL are automatically created as new opportunities in the CRM's Sales Pipeline.

How do I track the handoff process between marketing and sales?

On the Reports > Funnel Report page, you can see the number of leads at each stage, conversion rates, and average wait times.