Number of Active Opportunities
Count of open opportunities currently being worked by an AE
What is Number of Active Opportunities?
Number of active opportunities is the count of open, non-stalled sales opportunities at a point in time. It shows how many live deals the team is working.
It is a simple measure of pipeline volume and helps judge workload and future results.
How this KPI is measured
- Function
- Sales
- Sub-function
- Deal Management
- Industry
- All Industries
- Type
- Leading
- Impact
- Operational
- Unit
- #
- Measurement frequency
- Weekly / Monthly
- Formula
- Count of open, non-stalled opportunities in CRM at point in time
How to calculate it
Count the open opportunities in the CRM that are moving, excluding stalled ones.
For example, if a team has 220 open opportunities and 40 have had no activity for 60 days, the number of active opportunities is 180.
Define stalled in advance, such as no activity for a set number of days, and compare with capacity per rep.
Where it is used
Managing workload
See whether reps have too many or too few deals.
Forecasting
Estimate results from the pipeline count.
Cleaning the CRM
Find old opportunities to close.
How to improve it
Tips and common mistakes
- More opportunities is not always better. Quality matters.
- Old stalled deals inflate the pipeline.
- Compare with the number each rep can realistically manage.
More Sales kpi library
Build better plans, faster
Join the waitlist for early access to curated insights, flexible templates, and rapid iteration across strategy, planning, and project management.