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Leadership
Pipeline generation planning
Working backward from the bookings target through win rate and coverage to the pipeline that must be created each month, and where it comes from.
Owned by: Sales ops managerTest band: Sales ops manager
The formula
Pipeline needed = Target ÷ Win rate
In practice
A $10M target at a 25% win rate needs $40M of pipeline created, in time for the cycle. That number, by source and by month, is the plan marketing and SDRs are held to.
The kind of thing the test asks
- Target $10M, win rate 25%, cycle 90 days. Pipeline that must be created for the year, and by when?
- Next year's target is up 40%; win rate and cycle are unchanged. Pipeline creation must rise…