Pipeline Stage Distribution
Percentage of total pipeline value sitting in each deal stage, used to identify bottlenecks
What is Pipeline Stage Distribution?
Pipeline stage distribution is the share of pipeline value that sits in each stage of the sales process. It shows the balance of the pipeline between early and late stages.
A pipeline heavy in early stages may not deliver revenue soon, while one heavy in late stages may run dry.
How this KPI is measured
- Function
- Sales
- Sub-function
- Revenue Operations
- Industry
- All Industries
- Type
- Leading
- Impact
- Operational
- Unit
- %
- Measurement frequency
- Weekly / Monthly
- Formula
- (Pipeline value in stage / Total pipeline value) × 100 per stage
How to calculate it
For each stage, divide the pipeline value in that stage by total pipeline value, and multiply by 100.
For example, if total pipeline is 10,000,000 and 3,000,000 is at the proposal stage, that stage holds 30%.
Compare with a healthy profile from your own history, and watch how it changes over time.
Where it is used
Assessing pipeline balance
See early versus late stage.
Forecasting timing
Judge when revenue will arrive.
Finding bottlenecks
Spot stages where deals build up.
How to improve it
Tips and common mistakes
- Consistent stage definitions are essential.
- Read with conversion between stages.
- Watch for stalled deals in later stages.
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