Module 15 — Sales and Marketing

Pipeline Audit Worksheet

Assessing pipeline health and coverage

Understand what is actually likely to close, identify coverage gaps, and prioritise action before those gaps become revenue shortfalls.

Pipeline Review

Coverage Summary

Total pipeline value (unweighted)

Total weighted pipeline value

Monthly revenue target (next 3 months)

Coverage ratio (pipeline / target)

Coverage at 3x or above?

Key Questions

Is too much value concentrated in early-stage deals?

Are there deals stuck in the same stage for more than three weeks?

Which deals are genuinely close to closing, and what do they need?

Actions

Immediate actions

Pipeline gaps to fill

Deals to prioritise (most likely to close in 30 days)