Do I Have Enough Pipeline CalculatorGoalMake sure you enough PIPELINE in each opportunity stage to achieve your annual sales revenue goal.
Instructions1. Input your values in the yellow cells.2. Adjust benchmarks and targets according to your metrics and/or industry averages.
Annual Booking Objective $30,000,000Target Average ACV Booking $1,000,000
Stage (Probability) Target Stage Value Target # of Opps
1. Opportunity Identified $1,010,526,316 10112. Assessment Stage $252,631,579 2533. Priced Proposal Delivered $126,315,789 1264. Proposal "Accepted" $63,157,895 635. Contracting $31,578,947 32Award $30,000,000 30Full Pipeline Totals (.9 thru 5.0) $1,484,210,526 1484
Pipeline Benchmarks Vs. Actuals TargetQualified Pipeline Value (Stages 3-5) $221,052,632Qualified Opptys in Pipeline (Stages 3-5) 221 Average Opportunity Value $1,000,000
Pipeline Dashboard and Key Metrics
$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
Actual vs. Target Values by Stage
Actual Stage Value Target Stage Value
$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
Actual vs. Target Values by Stage
Actual Stage Value Target Stage Value
56%25%
12%7%
Actual Stage Values as % of Pipeline
2. Assessment Stage3. Priced Proposal Delivered
4. Proposal "Accepted"5. Contracting
Do I Have Enough Pipeline CalculatorMake sure you enough PIPELINE in each opportunity stage to achieve your annual sales revenue goal.
2. Adjust benchmarks and targets according to your metrics and/or industry averages.
Actual Stage Value
25% $950,000,000 1200 24%50% $225,000,000 275 44%50% $100,000,000 135 50%50% $50,000,000 70 56%95% $28,000,000 37 89%
$25,000,000$1,378,000,000 1717
Actual Gap$178,000,000 ($43,052,632)
242 21 $735,537 -$264,463
Pipeline Dashboard and Key Metrics
Target Stage Value Converting
Actual # of Opptys
Actual Stage Value
Converting
2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
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Actual Stage Value Actual # of Opptys
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Actual vs. Target Values by Stage
Actual Stage Value Target Stage Value
2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0
$50,000,000
$100,000,000
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Actual Stage Value Actual # of Opptys
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$50,000,000
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Actual vs. Target Values by Stage
Actual Stage Value Target Stage Value
56%25%
12%7%
Actual Stage Values as % of Pipeline
2. Assessment Stage3. Priced Proposal Delivered
4. Proposal "Accepted"5. Contracting
2. Assessment Stage
3. Priced Proposal Delivered
4. Proposal "Accepted"
5. Contracting
$660,000 $680,000 $700,000 $720,000 $740,000 $760,000 $780,000 $800,000 $820,000 $840,000Actual Average Opportunity Value by Stage
Average Opportunity Value
For Help or To Discuss Your Results
Stage Value Gap
69% ($60,526,316) $791,66716% ($27,631,579) $818,182
7% ($26,315,789) $740,7414% ($13,157,895) $714,2862% ($3,578,947) $756,757
98.186% ($131,210,526) $802,563
Pipeline Dashboard and Key Metrics
Stage Values % of Pipeline
Average Opportunity Value
2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
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Actual Stage Value Actual # of Opptys
2. Assessment Stage 3. Priced Proposal Delivered 4. Proposal "Accepted" 5. Contracting$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
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Actual Stage Value Actual # of Opptys
2. Assessment Stage
3. Priced Proposal Delivered
4. Proposal "Accepted"
5. Contracting
$660,000 $680,000 $700,000 $720,000 $740,000 $760,000 $780,000 $800,000 $820,000 $840,000Actual Average Opportunity Value by Stage
Average Opportunity Value
Instructions1. Input your actual values to create stage goals and benchmarks.
Stage (Probability) Time In Stage
1 - 3 Months
Priced Solution Submitted2 - 3 Months
Downselect1 - 2 Months
Terms Negotiation1 - 2 Months
Total6 - 10 Months
Opportunity Identification and Qualification
2 50%
2.5 75%
1.5 33%
1.5 99%
7.5
Average Months in Stage
Target % Progressing to Next Stage
$ 1,000,000,000
$ 500,000,000
$ 375,000,000
$ 123,750,000
$ 122,512,500
TCV Progressing to Next Stage
Sales Pipeline Actions and TasksActions to grow Identified and Qualified Pipeline1 -2 -3 -4 -5 -
Actions to move Proposal Submitted Pipeline forward1 -2 -3 -4 -5 -
Actions to progress Downselected Pipeline1 -2 -3 -4 -5 -
Actions to close Final Terms Pipeline1 -2 -3 -4 -5 -
Other actions needed1 -2 -3 -4 -5 -
Sales Pipeline Actions and TasksHelp Needed Responsibility
Help Needed Responsibility
Help Needed Responsibility
Help Needed Responsibility
Help Needed Responsibility
Pipeline AnalysisGoal Sheet - Stage ProgressionsPipeline Actions
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