Pipeline Reports
Pipeline reports help you analyze your active sales opportunities, forecast revenue, and identify deals that need attention.
Accessing Pipeline Reports
Reports > Sales > Pipeline submenu options:
- Sales Pipeline Detail - Full list of active opportunities
- Opportunity Type Pipeline - Pipeline grouped by project type
Sales Pipeline Detail
Key Columns
| Column | Description |
|---|---|
| Project | Project name (linked to details) |
| Client | Contact name |
| Sales Stage | Current pipeline stage |
| Salesperson | Assigned sales rep |
| Estimated Value | Expected contract amount |
| Probability | Likelihood of closing (%) |
| Weighted Value | Value × Probability |
| Days in Stage | Time at current stage |
| Expected Close | Target close date |
Available Filters
| Filter | Description |
|---|---|
| Sales Stage | Filter by specific stages |
| Salesperson | Individual or team view |
| Opportunity Type | Project category |
| Date Range | Expected close date range |
Weighted vs. Unweighted Value
Unweighted Value: Sum of all estimated contract values in pipeline.
Weighted Value: Adjusted by probability at each stage.
Weighted Value = Estimated Value × Probability %
Example: A $100,000 project at 50% probability = $50,000 weighted value.
Opportunity Type Pipeline
Groups pipeline by project type for market segment analysis:
| Metric | Description |
|---|---|
| Opportunity Type | Project category |
| Count | Number of opportunities |
| Total Value | Sum of estimated values |
| Avg Value | Mean opportunity size |
| Weighted Total | Probability-adjusted value |
Pipeline Health Indicators
Healthy Pipeline Signs
- Balanced distribution across stages
- Projects moving through stages regularly
- Reasonable time in each stage
- Mix of opportunity sizes
Warning Signs
- Projects stuck in stages too long
- Heavy concentration in early stages
- Few opportunities near closing
- Aging expected close dates
Pipeline Velocity
Track how quickly deals move through stages:
| Stage | Typical Duration |
|---|---|
| New Lead | 1-3 days |
| Qualified | 3-7 days |
| Appointment Scheduled | 7-14 days |
| Proposal Sent | 14-30 days |
| Negotiation | 7-21 days |
Actual durations vary by company and project type.
Export Options
Click Export CSV to download pipeline data for:
- Forecasting spreadsheets
- Management reporting
- CRM analysis
Common Use Cases
- Weekly pipeline review: Identify stuck deals and next actions
- Forecasting: Use weighted values for revenue projections
- Resource planning: Understand upcoming workload
- Sales coaching: Review individual pipelines with reps
Tips
- Review pipeline weekly to catch stalled deals early
- Update expected close dates to maintain accuracy
- Move deals to Lost rather than leaving them stale
- Set stage-appropriate probabilities for accurate weighting
Related Reports
- Open Projects - Filter by outcome status
- Sales Forecast - Future revenue projections
- Conversion Funnel - Stage conversion rates