Pipeline Health Check
1 / 10
Pipeline Volume
Question 1 of 10
What is your current pipeline coverage ratio compared to your monthly quota?
Best practice is 3x pipeline coverage. Less than 2x means you likely won't hit quota this month.
1
Less than 1x — pipeline is below quota
2
1x to 2x — barely enough to hit quota
3
2x to 3x — reasonable coverage
4
3x or more — strong pipeline coverage
Pipeline Quality
Question 2 of 10
How well do your active deals match your Ideal Customer Profile (ICP)?
Deals outside your ICP take longer to close, have lower win rates, and often churn faster after signing.
1
No ICP defined — we take any deal we can get
2
ICP defined but most deals don't match it
3
About half our deals match the ICP
4
Most deals (80%+) match our ICP tightly
Sales Process
Question 3 of 10
How clearly are your pipeline stages defined and consistently used by the team?
Vague stage definitions lead to inaccurate forecasts. Stages should be tied to buyer actions, not seller assumptions.
1
No defined stages — we wing it
2
Stages exist but aren't consistently used
3
Stages defined and mostly followed
4
Clear stages tied to buyer actions, used consistently
Deal Velocity
Question 4 of 10
How does your average deal age compare to your target sales cycle length?
Deals sitting past their expected close date are a leading indicator of a stalled pipeline and forecasting risk.
1
Most deals are 2x+ over the target cycle length
2
Many deals are running past their expected close
3
Some delays but most deals are moving
4
Deals are progressing at or near target pace
Win Rate
Question 5 of 10
What is your current opportunity-to-close win rate?
B2B win rates typically range 20–30%. Below 15% signals problems with qualification, positioning, or the sales process itself.
1
Below 15% — we lose more than we win
2
15% to 25% — below average
3
25% to 35% — on par with industry average
4
Above 35% — strong win rate
CRM Hygiene
Question 6 of 10
How accurate and up to date is your CRM data?
Dirty CRM data makes forecasting unreliable and wastes rep time. Garbage in, garbage out.
1
CRM is not used or completely out of date
2
CRM exists but data is patchy and unreliable
3
CRM is mostly updated but has gaps
4
CRM is clean, complete, and used consistently
Prospecting
Question 7 of 10
How consistently is new pipeline being added each week?
A healthy pipeline requires constant new deal flow. Teams that stop prospecting see revenue dips 60–90 days later.
1
No systematic prospecting — we rely on inbound only
2
Prospecting happens but is inconsistent
3
Regular outreach with a defined weekly cadence
4
Systematic multi-channel prospecting with tracked KPIs
Forecast Accuracy
Question 8 of 10
How accurate are your monthly sales forecasts compared to actual results?
Forecast accuracy below 75% signals pipeline data or stage qualification problems that compound over time.
1
We don't forecast — or we're often off by 50%+
2
Forecasts are rough — off by 25–50% regularly
3
Reasonably accurate — within 20% most months
4
Highly accurate — within 10% consistently
Deal Qualification
Question 9 of 10
How rigorously are deals qualified before entering the pipeline?
Unqualified deals clog pipelines, waste rep time, and destroy forecast accuracy. MEDDIC or BANT should be standard.
1
Any lead goes in — no qualification criteria
2
Loose criteria — mostly gut feel
3
Basic qualification (budget, authority, timeline)
4
Rigorous framework (MEDDIC, BANT) applied consistently
Sales & Marketing Alignment
Question 10 of 10
How well aligned are sales and marketing on lead quality and pipeline targets?
Misalignment between sales and marketing is one of the top causes of poor pipeline quality and wasted budget.
1
Sales and marketing don't collaborate
2
Some coordination but frequent friction
3
Regular meetings and shared pipeline visibility
4
Fully aligned — shared SLAs, definitions, and goals
Your Sales Pipeline Health Score
0
/ 40
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Volume & Quality
0 / 8
Process & Velocity
0 / 8
Execution & Ops
0 / 8
Priority Fixes

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