A pipeline refers to the visual and strategic representation of all potential deals or sales opportunities as they move through defined stages of the buying process.

A healthy sales pipeline helps teams:

• Forecast revenue more accurately
• Identify bottlenecks in the sales process
• Prioritize outreach and follow-ups
• Track rep performance and deal progress

Each stage in a pipeline typically reflects a key milestone, such as lead qualification, discovery call, proposal sent, and negotiation. The goal is to guide opportunities forward efficiently and close more deals.

Sales pipelines are often managed using CRM software and are crucial for both individual reps and leadership to maintain visibility and momentum in the sales cycle.