Pipeline Benchmarks

Pipeline management is the heart of your sales process, but it’s also a bit of a mystery. Are you giving your reps enough opportunities? Are they working those opportunities hard enough? Are they converting those opportunities into deals frequently enough?

To answer these questions you need industry benchmarks. But the problem with most benchmarks is that they are overly general — they group together companies that have little in common, which makes the benchmarks essentially meaningless. If your company has a transactional sales process where you’re closing thousands of deals a month, what’s the use of comparing the number of new opportunities you create each month with a company that closes a handful of massive deals each quarter?

When we performed our 2016 Sales Benchmarking Analysis, we wanted to correct this, so we made sure we divided the participants in our study into meaningful chunks around size, age, and target customer.

On this page, you will find six of the most important pipeline management metrics, which you can easily filter to fit your company’s own Average Sales Price (in terms of Total Contract Value) and Sales Cycle.

(Have questions about the study? Check out our FAQ.)