FIG. G2
Glossary
What is sales pipeline diagnosis?
Definition
What is sales pipeline diagnosis?
Sales pipeline diagnosis is the process of inspecting where revenue opportunities are created, advanced, stalled, forecast, and lost. It separates demand problems, sales execution problems, CRM problems, and management problems so leaders do not fix the wrong thing.
Operating context
Sales pipeline diagnosis, n.
A weak pipeline is rarely one problem. It may be bad targeting, unclear qualification, poor discovery, slow follow-up, weak stage definitions, or a forecast process nobody trusts.
The diagnosis matters because adding headcount to a broken pipeline usually makes the broken system more expensive.
Signals
When this term matters
- The same deals appear in forecast for multiple quarters.
- Stage movement does not match buyer commitment.
- Leadership cannot tell whether pipeline shortage is a demand issue or a sales issue.
Related reference