Think about last quarter. At the start of it, how much open pipeline did you have compared with quota?

3x quota or more, tracked weekly

Where did most of last quarter's new pipeline come from?

Mostly inbound; outbound was occasional

A mix of inbound and outbound, but sources aren't tracked

Defined sources, each with a tracked conversion rate

When did the team last add a meaningful batch of new opportunities?

Only when the pipeline looked thin

How are deal stages defined in your CRM?

Stages exist but exit criteria are vague

Written exit criteria, applied unevenly

Written, buyer-based exit criteria, checked in reviews

For your three biggest open deals, do you know who signs the contract?

For most, going on the rep's word

How long do open deals typically sit with no dated next step logged?

They don't — every open deal has a dated next step

Do you know your average sales cycle by deal size?

By segment, updated quarterly and used to spot stuck deals

A prospect goes quiet after receiving a proposal. What happens next?

A set sequence of two or three touches

A planned sequence that adds new value and brings in a second contact

How is the forecast built?

Rep gut feel with a manager's adjustment

Stage-weighted using historical conversion rates, plus deal-level inspection

How often do you review open deals one by one with the team?

Weekly, but focused on the number

Weekly, focused on next steps and risks for specific deals

Which best describes you?

I'm a founder doing the selling myself

I'm an external coach or consultant assessing a client

Is Your Sales Pipeline Actually Healthy? The Sales Pipeline Health Scorecard

Is your pipeline healthy, or just full? This 3-minute scorecard rates how a sales team really runs across four areas: pipeline coverage, qualification discipline, deal momentum, and forecast reliability.

Each question asks about specific habits from last quarter, not opinions. You get a score out of 48, a radar chart, and the one area most likely holding your numbers back.

Running it with a team? 1) Have each rep and the manager answer separately, before any discussion. 2) Enter the same team name so results can be compared. 3) Look at the spread between people, not the average. 4) Start your review with the question where answers differ most. 5) Retake in 90 days.