Total Pipeline Waterfall

What is Total Pipeline Waterfall?

Total Pipeline Waterfall provides a comprehensive overview of how the sales pipeline changed during the period. This metric captures the evolution of the total value of sales opportunities from the beginning to the end of the period, including new opportunities added, changes in their value, and the final outcomes of opportunities (whether they were won or lost).

Why is Total Pipeline Waterfall Important to Measure?

Measuring Total Pipeline Waterfall is essential for understanding the health of your sales pipeline and identifying areas for improvement. By tracking the changes in the total value of sales opportunities over time, you can gain insights into the effectiveness of your sales process, identify potential bottlenecks, and make informed decisions to drive revenue growth.

How is Total Pipeline Waterfall Calculated?

To calculate Total Pipeline Waterfall, you need to consider the following components:

• Starting Pipeline: The total value of sales opportunities in the pipeline at the beginning of the period.
• In-Period Changes: The changes that occur during the period, including changes to the starting pipeline and newly added opportunities.
• Pipeline Outcomes: The results of opportunities that were won or lost within the period.

The formula for Total Pipeline Waterfall is as follows: Total Pipeline Waterfall = Starting Total Pipeline + New Total Pipeline + Changes to Total Pipeline - Lost Total Pipeline - Won Total Pipeline