Vareto Finance Glossary

Sales Pipeline


A company's sales pipeline represents its sales prospects and how far they are within the purchasing process. This gives an overview of a sales team's forecast and how far the actual sales are from the target. The sales pipeline is used to forecast the quantity and dollar value of deals that are expected to close in a given period.


Some examples of sales pipeline software are Zoho CRM, Freshsales, Pipedrive, HubSpot CRM, and Salesforce Essentials.

Why it matters

With a visible sales pipeline, sales teams can easily monitor their progress against the efforts and accurately estimate the next steps required to improve the company's revenue. A sales pipeline can also help in easily identifying possible obstacles in the way of sales progress.