Sales Analytics Consultant
Tableau + Salesforce = Next-Level Performance
Dr. Franco Arda

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​​​​​​​​​​​​​​​​​​​​​​Example: Weighted Sales Pipeline
 

Overall Sales Pipeline Health

• Total pipeline value: CHF 54M across 33 open opportunities.

• Weighted pipeline value: CHF 11.8M (suggesting many deals have low probability estimates).

• The pipeline is spread across different opportunity stages, with a major portion in:

  • Proposal submitted (CHF 13.7M)

  • RFP in progress (CHF 24.1M)
    These stages indicate strong potential but also highlight risks—conversion rates at these stages should be analyzed fur

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2. Opportunity Aging & Pipeline Segmentation

• Overdue opportunities: CHF 4M total, affecting 10 open opportunities.

• Short-term pipeline (0-30 days): Minimal at CHF 0.3M weighted.

• 1-3 months outlook: CHF 2.4M weighted, spread across 9 opportunities.

• Medium-term (3-6 months): A significant chunk at CHF 4.9M weighted, but heavily concentrated in a single opportunity (CHF 14.3M in total pipeline value).

• Long-term pipeline (>6 months): CHF 2M weighted across 5 opportunities, with some large deals in progress.
   

3. Conversion & Win Rate Insights

• Won/Lost Rate: 25%, which is decent but has room for improvement.

• Conversion Rate: 34%, meaning that just over 1 in 3 opportunities move forward.

• Average deal size (won): CHF 3.1M, indicating high-value deals.

• Sales cycle length: 1.3 months, which seems fast for high-value deals—this may suggest smaller, faster-closing deals are winning more frequently.

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4. Opportunity Breakdown (Existing vs. New Clients)

• Existing Clients vs. Prospects:

  • Existing clients appear to have higher deal values in shorter timeframes (CHF 3.5M and CHF 5M deals in 1-3 months).

  • Prospect deals seem lower in size and spread across longer durations.
     

5. Risk Factors & Strategic Considerations

• Overdue pipeline concerns: CHF 4M overdue could be a red flag for delays or stalled deals.

• Heavy reliance on a few large deals: A single CHF 14.3M opportunity in the 3-6 month window skews the pipeline—if it falls through, it could significantly impact forecasts.

• Short-term pipeline is light: The 0-30 day weighted pipeline is only CHF 0.3M, which could signal a gap in near-term closings.
   

Next Steps & Recommendations

• Address overdue deals: Prioritize follow-ups on the 10 overdue opportunities to either close or move them forward.

• Diversify pipeline: Reduce dependency on a few large, high-risk opportunities by securing a higher volume of mid-sized deals.

• Improve conversion rate: A 34% conversion rate means 2 out of 3 opportunities are not progressing. Assess why deals are dropping (e.g., pricing, competition, objections).

• Strengthen short-term pipeline: The next 30 days only hold CHF 0.3M weighted value—more deals need to be accelerated for quicker revenue realization.

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