Sheet 1: Pipeline Input

	
	
	
	
	
	
	
	

		
<Company Name>  
		


		

 
		
		


		


		


		


		


	
	

		
Detailed Sales Pipeline Management
		


		


		


		


		


		


	
	

		
Company Confidential
		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


	
	

		
Instructions: Enter values into the white and yellow cells only.
		


		


		


		


		


		


		


	
	

		
Opportunity
Name
		
Customer
Contact
		
Sales
Region
		
Lead
Source
		
Sales
Category
		
Forecast
Amount
		
Sales
Phase
		
Forecast
Close
	
	

		
A. Datum Corporation
		
Kim Abercrombie
		
US - Northeast
		
Web Inquiry
		
Consulting
		
 $150,000 
		
Contact
		
January
	
	

		
Adventure Works
		
Angela Barbariol
		
US - Southeast
		
E-Mail
		
Products
		
 $145,200 
		
Lead
		
February
	
	

		
Alpine Ski House
		
Gabriele Cannata
		
US - North Central
		
Partner
		
Training
		
 $162,500 
		
Qualified Lead
		
March
	
	

		
Baldwin Museum of Science
		
Barbara S. Decker
		
US - South Central
		
Customer Reference
		
Mixture
		
 $147,500 
		
Opportunity
		
April
	
	

		
Blue Yonder Airlines
		
Susan W. Eaton
		
US - Northwest
		
Web Event
		
Prof. Services
		
 $148,000 
		
Executive Sponsorship
		
May
	
	

		
City Power & Light
		
Kathie Flood
		
US - Southwest
		
Conference
		
Support
		
 $175,000 
		
Proposal Discussed
		
June
	
	

		
Coho Vineyard
		
Janice Galvin
		
Canada - East
		
E-Mail
		
Mixture
		
 $149,000 
		
Written Proposal
		
July
	
	

		
Coho Winery
		
Adina Hagege
		
Canada - West
		
Partner
		
Training
		
 $142,000 
		
Contract
		
August
	
	

		
Coho Vineyard & Winery
		
Shu Ito
		
EMEA - UK
		
Customer Reference
		
Consulting
		
 $189,900 
		
Purchase Order
		
September
	
	

		
Contoso, Ltd.
		
David Jaffe
		
EMEA - France
		
Conference
		
Mixture
		
 $172,500 
		
Invoice
		
October
	
	

		
Contoso Pharmaceuticals
		
Sandeep Kaliyath
		
EMEA - Germany
		
E-Mail
		
Products
		
 $163,500 
		
Payment
		
November
	
	

		
Consolidated Messenger
		
Rebecca Laszlo
		
EMEA - Italy
		
Customer Reference
		
Products
		
 $155,500 
		
Acceptance
		
December
	
	

		
Fabrikam, Inc.
		
Diane Margheim
		
EMEA - Other
		
Conference
		
Consulting
		
 $166,000 
		
Executive Sponsorship
		
January
	
	

		
Fourth Coffee
		
Paula Nartker
		
APSA - Asia
		
E-Mail
		
Training
		
 $180,000 
		
Invoice
		
March
	
	

		
Graphic Design Institute
		
Robert O'Hara
		
APSA - Pacific
		
Web Inquiry
		
Services
		
 $140,000 
		
Contract
		
May
	
	

		
Humongous Insurance
		
Carol Philips
		
APSA - Mexico
		
Web Event
		
Support
		
 $155,000 
		
Qualified Lead
		
June
	
	

		
Litware, Inc.
		
Kim Ralls
		
APSA - Australia
		
Web Inquiry
		
Prof. Services
		
 $173,200 
		
Lead
		
October
	
	

		
Lucerne Publishing
		
Sharon Salavaria
		
APSA - Other
		
Partner
		
Services
		
 $146,500 
		
Contact
		
December
	
	

		
Margie's Travel
		
Andy Teal
		
US - Northeast
		
E-Mail
		
Support
		
 $156,750 
		
Payment
		
November
	
	

		
Northwind Traders
		
Sunil Uppal
		
US - South Central
		
Conference
		
Prof. Services
		
 $162,000 
		
Written Proposal
		
February
	
	

		
Proseware, Inc.
		
H. Brian Valentine
		
Canada - East
		
Customer Reference
		
Mixture
		
 $157,000 
		
Opportunity
		
March
	
	

		
School of Fine Art
		
Robert Walters
		
EMEA - France
		
Web Inquiry
		
Services
		
 $173,000 
		
Executive Sponsorship
		
April
	
	

		
TOTAL
		


		


		


		


		
 $3,510,050 
		


		


	



Sheet 2: Pipeline Calculations

	
	
	
	

		
<Company Name>  
		


		


		


		

 
		
		


		


		


		


		


		


		


		


	
	

		
Detailed Sales Pipeline Management
		


		


		


		


		


		


		


		


		


		


		


	
	

		
Company Confidential
		


		


		


		


		


		


		


		


		


		


		


	
	

		


		


		


		


		


		


		


		


		


		


		


		


		


		


	
	

		
Probability
of Sale
		
January
Forecast
		
February
Forecast
		
March
Forecast
		
April
Forecast
		
May
Forecast
		
June
Forecast
		
July
Forecast
		
August
Forecast
		
September
Forecast
		
October
Forecast
		
November
Forecast
		
December
Forecast
		
Weighted
Forecast
	
	

		
90%
		
 $135,000 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $135,000 
	
	

		
10%
		
 $-   
		
 $14,520 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $14,520 
	
	

		
20%
		
 $-   
		
 $-   
		
 $32,500 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $32,500 
	
	

		
30%
		
 $-   
		
 $-   
		
 $-   
		
 $44,250 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $44,250 
	
	

		
40%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $59,200 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $59,200 
	
	

		
50%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $87,500 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $87,500 
	
	

		
60%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $89,400 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $89,400 
	
	

		
70%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $99,400 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $99,400 
	
	

		
80%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $151,920 
		
 $-   
		
 $-   
		
 $-   
		
 $151,920 
	
	

		
90%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $155,250 
		
 $-   
		
 $-   
		
 $155,250 
	
	

		
20%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $32,700 
		
 $-   
		
 $32,700 
	
	

		
100%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $155,500 
		
 $155,500 
	
	

		
10%
		
 $16,600 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $16,600 
	
	

		
30%
		
 $-   
		
 $-   
		
 $54,000 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $54,000 
	
	

		
60%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $84,000 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $84,000 
	
	

		
30%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $46,500 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $46,500 
	
	

		
50%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $86,600 
		
 $-   
		
 $-   
		
 $86,600 
	
	

		
60%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $87,900 
		
 $87,900 
	
	

		
70%
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $109,725 
		
 $-   
		
 $109,725 
	
	

		
90%
		
 $-   
		
 $145,800 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $145,800 
	
	

		
100%
		
 $-   
		
 $-   
		
 $157,000 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $157,000 
	
	

		
40%
		
 $-   
		
 $-   
		
 $-   
		
 $69,200 
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $-   
		
 $69,200 
	
	

		
Monthly Total
		
 $151,600 
		
 $160,320 
		
 $243,500 
		
 $113,450 
		
 $143,200 
		
 $134,000 
		
 $89,400 
		
 $99,400 
		
 $151,920 
		
 $241,850 
		
 $142,425 
		
 $243,400 
		


	
	

		
Cumulative
		
 $151,600 
		
 $311,920 
		
 $555,420 
		
 $668,870 
		
 $812,070 
		
 $946,070 
		
 $1,035,470 
		
 $1,134,870 
		
 $1,286,790 
		
 $1,528,640 
		
 $1,671,065 
		
 $1,914,465