Sales Pipeline Management

Metadata

• Practice ID: SALES-PIPE-01
• Status: Draft
• Version: 1.0
• Owner Role: VP Sales / Sales Lead
• Guild: GL02 Sales Guild

Purpose and Objectives

This practice defines how Calab.ai manages the sales lifecycle from lead generation through opportunity closure. It ensures consistent opportunity qualification, pipeline health, accurate forecasting, and effective sales execution.

Scope

In Scope

• Lead generation and qualification
• Opportunity management and tracking
• Sales pipeline hygiene and reporting
• Sales forecasting and revenue projections
• CRM management and data quality
• Sales stage definitions and progression criteria
• Win/loss analysis

Out of Scope

• Proposal creation and pricing (owned by Proposal Management)
• Solution design (owned by Solution Engineering Management)
• Contract execution and delivery (owned by Delivery Guild)

Interfaces

Dependencies (Practices We Depend On)

• Strategy Management - Sales targets and strategic direction
• Proposal Management - Proposals and pricing for opportunities
• Solution Engineering Management - Technical scoping for complex opportunities

Dependents (Practices That Depend On Us)

• Financial Management - Revenue forecasts from pipeline
• Proposal Management - Qualified opportunities requiring proposals
• Project Management - Closed opportunities become projects

Related Practices and Resources

Related Practices

• Proposal Management - Opportunities require proposals for closure
• Solution Engineering Management - Technical consultation during sales cycle

Key Processes

• Lead Qualification Process
• Opportunity Progression Process
• Pipeline Review Process
• Forecasting Process

Key Templates

• Opportunity Brief Template
• Pipeline Report Template
• Forecast Template

KPIs and Success Signals

• KPI 1: Win rate (Target: ≥30%)
• KPI 2: Pipeline coverage (Target: 3x quota)
• KPI 3: Forecast accuracy (Target: ≥90% within 30 days)
• KPI 4: Average sales cycle length (Target: ≤90 days)
• Success Signal 1: Healthy pipeline with qualified opportunities at all stages
• Success Signal 2: Consistent achievement of revenue targets

Review Cadence

• Practice Review: Monthly (pipeline reviews)
• Artefact Review: Quarterly (processes and templates)
• Owner: VP Sales / Sales Lead

Change Log