<- Glossary
Sales

Pipeline by Stage

Table of contents
Heading 2
Heading 3
Final Thought
FAQs
related metrics
Stage-to-Stage Conversion Rate
Pipeline Velocity
Total Pipeline Value
Average Sales Cycle Length
TL;DR
Pipeline by Stage breaks down your total open opportunities based on where they are in the sales funnel — from qualification to proposal to closing. It helps sales teams understand deal progression, identify bottlenecks, and forecast with more precision. For B2B SaaS teams, this view is critical to managing sales velocity and coaching reps effectively.

What is Pipeline by Stage?

Pipeline by Stage refers to the distribution of open opportunities across each defined stage of your sales process.

Typical SaaS sales stages include:

  • Discovery or Qualification
  • Needs Analysis
  • Proposal or Demo
  • Procurement or Legal
  • Negotiation
  • Contract Sent

Example: If a rep has 20 deals and 10 are in “Discovery,” 6 in “Proposal,” and 4 in “Contract,” you know the pipeline is front-loaded.

This breakdown can be viewed by:

  • Number of deals per stage
  • Total pipeline value per stage
  • Weighted value per stage (optional)

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Why It Matters in B2B SaaS

  • It reveals where deals are stalling. If most of your pipeline is stuck in early stages, you have a progression issue, not just a sourcing one.
  • It improves forecast quality. Deals in later stages carry more weight in revenue predictions.
  • It supports rep coaching. You can tailor coaching based on where reps lose momentum.
  • It informs resource planning. Heavy late-stage volume might signal the need for more SE or legal support.
  • It highlights conversion inefficiencies. Knowing where most deals drop off helps refine playbooks and messaging.

​

How to Measure Pipeline by Stage

  1. Define your standard sales stages in the CRM
  2. Filter for all open opportunities
  3. Group those opportunities by their current stage
  4. Sum:
  • Number of deals per stage
  • Total value per stage
  • (Optional) Weighted pipeline based on stage probability

​

Best Practices

  • Review stage distribution weekly. Make it a regular part of 1:1s and team forecast reviews
  • Set stage entry/exit criteria. Ensure consistent pipeline movement tracking across reps
  • Segment by rep, team, and segment. Different sales motions will have different stage behaviors
  • Tie stage data to conversion metrics. Use this to diagnose why deals aren’t progressing
  • Automate pipeline aging alerts. Deals sitting in one stage too long may be unqualified or under-followed
Final Thought
Quotes

Looking at pipeline as a single dollar amount hides what really matters: deal momentum. Pipeline by Stage gives sales professionals a dynamic view of what’s working, what’s stuck, and what’s about to close. When reviewed consistently, it sharpens your sales execution and helps prevent quarter-end surprises.

FAQs
How many stages should a SaaS sales process have?
Usually 5–7 clear, well-defined stages — enough to reflect key milestones without overcomplicating tracking.
Should we weight the pipeline by stage probability?
It depends on your forecasting model. Weighted pipeline helps when you need probabilistic revenue estimates.
What’s a sign of an unhealthy stage distribution?
Too much pipeline in early stages with no movement, or too many deals getting stuck at one specific point.
Should stages be standardized across all reps?
Absolutely. Inconsistent use of stages leads to messy reporting and misleading forecasts.
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