Sales Pipeline Template
A framework of stages, probabilities, and metrics for structuring and tracking your sales pipeline.
By Ascend Editorial Published Updated
What this resource is
A framework for structuring your sales pipeline: the stages an opportunity moves through, the probability tied to each one, and the metrics worth tracking. It works as the basis for building your own tracking template.
Pipeline stages
A clear pipeline defines stages and a close probability for each one. A reference structure:
| Stage | Probability |
|---|---|
| Prospecting | 10% |
| Qualification | 20% |
| Discovery | 30% |
| Proposal | 50% |
| Negotiation | 75% |
| Close | 90% |
Multiplying each opportunity’s value by its stage probability gives a weighted revenue projection.
What the template should track
- A visual pipeline with customizable stages.
- Opportunity tracking by stage.
- Weighted probability calculation per stage.
- Weighted revenue projection.
- Velocity and conversion metrics.
- Alerts for stalled opportunities.
- Won versus lost analysis.
Metrics to include
- Win rate.
- Average sales cycle.
- Average deal size.
- Pipeline coverage.
- Conversion rate by stage.
- Velocity.
How to use it
Adjust the stages and probabilities to your real process, log each opportunity with its stage and value, and review the pipeline on a fixed cadence to catch stalled opportunities and project the period’s close.