Evaluates B2B sales pipeline health across five dimensions: coverage adequacy, stage distribution, deal aging, conversion rates, and source diversity. Identifies red flags and routes to specific improvement actions. Focus is on the pipeline itself — deals, quality, progression, and conversion likelihood. [src1]
What this measures: Whether pipeline contains enough potential revenue to reliably hit quota targets.
| Score | Level | Description | Evidence |
|---|---|---|---|
| 1 | Critical | Coverage below 2x; virtually no chance of hitting target | Under 2:1 ratio; <20% in commit stages |
| 2 | At Risk | 2x-3x but early-stage heavy with low conversion probability | Majority in discovery; win-weighted below 1.5x |
| 3 | Adequate | 3x-4x with reasonable stage distribution | Balanced stages; win-weighted 1.5x-2x |
| 4 | Strong | 4x-5x with strong late-stage concentration | Win-weighted 2x-3x; multiple commit deals |
| 5 | Excellent | Exceeds 5x; balanced; forecast accuracy 90%+ | Surplus at all stages; generation exceeds consumption |
Red flags: Coverage below 2.5x at start of quarter; 50%+ created this quarter; declining week-over-week. [src5]
What this measures: Whether deals are distributed in a pattern consistent with healthy progression or concentrated problematically.
| Score | Level | Description | Evidence |
|---|---|---|---|
| 1 | Critical | 80%+ in one stage; obvious bottleneck or stage-skipping | Clumped at discovery; nothing in negotiation |
| 2 | Unhealthy | Significant imbalance — top-heavy or bottom-heavy | 60%+ in stages 1-2; <10% in stages 4-5 |
| 3 | Balanced | Gradually narrowing funnel; consistent pattern | 35-45% early, 25-35% mid, 20-30% late |
| 4 | Optimized | Distribution matches historical conversion patterns | Calibrated volumes; refresh rate matches consumption |
| 5 | Predictive | AI-optimized with dynamic rebalancing | Real-time monitoring; anomaly alerts |
[src3]
What this measures: Whether deals progress at appropriate speeds or stall past likely close dates.
| Score | Level | Description | Evidence |
|---|---|---|---|
| 1 | Critical | 30%+ exceeds 2x average cycle; stale deals inflate coverage | 180+ day deals in 90-day cycle; no hygiene |
| 2 | Unhealthy | 15-30% beyond 1.5x cycle; recycled without progress | Deals sit 30+ days in same stage |
| 3 | Healthy | <15% exceeds average cycle; expected velocity | Age aligns with norms; monthly cleanup |
| 4 | Efficient | Velocity improving QoQ; tight aging distribution | 90th percentile within 1.5x of median |
| 5 | Optimized | AI monitors velocity; aging anomalies flagged automatically | Zero stale deals in forecast; proactive removal |
Red flags: Stale deals in forecast; stage regression to reset aging; same deal in 3+ quarterly forecasts. [src2]
What this measures: Whether stage-to-stage conversion rates are stable and predictable.
| Score | Level | Description | Evidence |
|---|---|---|---|
| 1 | Critical | No conversion data; or 50%+ variance QoQ | No reporting; win rates swing wildly |
| 2 | Inconsistent | Tracked but volatile; 25-50% variance QoQ | 20% win rate one quarter, 35% next |
| 3 | Stable | Consistent within 15% QoQ; segmented tracking | Tracked by stage, source, rep; outliers investigated |
| 4 | Predictive | Reliable for forecasting; source-weighted conversion | Accurate within 10%; regression models active |
| 5 | Optimized | AI deal-level prediction; real-time monitoring | 10+ signal scoring; 90%+ forecast accuracy |
[src1]
What this measures: Whether pipeline comes from multiple channels or is dangerously concentrated.
| Score | Level | Description | Evidence |
|---|---|---|---|
| 1 | Critical | 80%+ from single source; complete dependence | All from founder relationships or all inbound |
| 2 | Concentrated | 60-80% from one source; secondaries immaterial | One channel dominates; secondaries <20% each |
| 3 | Diversified | No source exceeds 50%; 3+ channels contributing | Inbound 30-40%, outbound 25-35%, partners 15-25% |
| 4 | Optimized | Multi-channel with source-specific conversion tracking | Channel ROI measured; budget allocated by efficiency |
| 5 | Orchestrated | AI-driven channel optimization; ABM orchestration | Per-account channel coordination; real-time optimization |
[src6]
Formula: Overall Score = (Coverage + Distribution + Aging + Conversion + Source Diversity) / 5
| Overall Score | Health Level | Interpretation | Next Step |
|---|---|---|---|
| 1.0 - 1.9 | Critical | Pipeline will not support targets; immediate intervention | Emergency generation sprint; clean stale deals |
| 2.0 - 2.9 | At Risk | Significant weaknesses; low forecast reliability | Address weakest dimension first |
| 3.0 - 3.9 | Healthy | Solid fundamentals; targeted optimization | Source-weighted coverage; conversion optimization |
| 4.0 - 4.5 | Strong | High-performing; focus on predictability | AI deal scoring; channel ROI optimization |
| 4.6 - 5.0 | Best-in-class | Predictable revenue machine | Maintain; experiment; share best practices |
| Segment | Expected Average | "Good" Threshold | "Alarm" Threshold |
|---|---|---|---|
| Seed/Series A | 2.0 | 2.5 | 1.5 |
| Series B ($2M-$15M) | 2.8 | 3.3 | 2.0 |
| Growth ($15M-$100M) | 3.5 | 4.0 | 2.5 |
| Scale/Public ($100M+) | 4.0 | 4.5 | 3.0 |
[src1]
Fetch when a user asks to evaluate pipeline health, diagnose quota misses despite activity, prepare for a QBR, investigate forecast accuracy, or assess pipeline generation ROI.