Definition
A sales pipeline shows every potential deal and the stage it has reached, from first meeting to signed contract. It helps a team see whether they have enough opportunities to hit their targets and where deals tend to get stuck. For outbound teams, booked meetings are what fill the top of the pipeline.
How It Works
Each deal moves through stages, such as meeting booked, needs confirmed, proposal sent and closed. The team reviews the pipeline weekly: which deals moved, which stalled and why.
If the top of the pipeline is thin, the fix is usually more first conversations, which is where cold calling and appointment setting come in. Keep stage definitions strict and written down.
If one rep marks a deal 'qualified' after a friendly chat and another waits for a confirmed budget, the pipeline stops being useful for planning. Removing dead deals regularly keeps the numbers honest..