Sales Pipeline: 50 Qualified Leads × 20% Close Rate = SGD 500K Forecast

Sales Pipeline Stages#

(1) Prospect (cold): contact made, conversation started. 5% close rate. (2) Qualified: need confirmed, budget approved, timeline set. 20% close rate. (3) Proposal: proposal sent, customer reviewing. 40% close rate. (4) Negotiation: terms discussed, deal closing. 80% close rate. Each stage = different close rate.

Forecasting from Pipeline#

Count leads per stage, multiply by historical close rate. Pipeline today: 100 prospects (5% = 5 closes), 50 qualified (20% = 10), 20 proposals (40% = 8), 5 negotiation (80% = 4). Total: 27 closes. At SGD 100K/deal = SGD 2.7M forecast. Close timeline: prospect → close (90 days), qualified → close (45 days). By month: 25% closes this month (SGD 675K), 50% next month, 25% following month.

Pipeline Health Indicators#

(1) Stalled deals: proposals >30 days old without update (red flag, follow up). (2) Win rate by stage: if 40% of proposals close, that's good. If 10%, something wrong (proposal quality, pricing, follow-up). (3) Deal size variance: if 50% of deals are small (SGD 10K), 50% are large (SGD 200K), revenue volatile. Focus: pursue more large deals.

AskBiz Pipeline Forecasting#

Tracks leads by stage, calculates forecast. "100 prospects, 50 qualified, 20 proposals, 5 negotiation. Forecast: SGD 2.7M next 90 days. But: 15% of negotiation stage stalled >30 days (SGD 120K at risk). Recommendation: follow up on stalled deals. Also: proposals at 40% close rate (industry avg 50%). Improve proposal quality = 5 additional closes = +SGD 500K upside."

• B2B sales: 100 prospects (5% close rate) = 5 deals.
• 50 qualified leads (20% close rate) = 10 deals.
• 20 proposals out (40% close rate) = 8 deals.