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Pipeline health scorecard

Ten questions to help you review your pipeline practices. The weights and bands are illustrative prompts for discussion, not a validated prediction of sales results. Check your answers against the available records.

Updated September 2026Growth Team AdvisoryAbout five minutes

The ten questions

Each answer scores 0, 1, 2 or 3. Questions carry a weight of 1, 2 or 3. Nothing you enter leaves this page.

1. Qualification criteria Weight 3
2. Stage exit criteria Weight 3
3. Understanding losses Weight 2
4. Deal ageing Weight 2
5. Pipeline coverage against target Weight 2
6. Close dates Weight 2
7. Pipeline reviews Weight 1
8. Stage probabilities Weight 1
9. Next steps after each review Weight 1
10. Reviewing forecast results Weight 3

How the score is calculated

Each answer scores 0 to 3. Multiply by the question weight and add the results. The maximum is 60 points; divide your total by 60 and multiply by 100. The weights and bands have not been validated against sales outcomes.

ScoreReading the result
0 to 49Several practices to review. Review the low-scoring answers with your team and check the records behind them. This is a self-assessment, not a forecast.
50 to 74Some practices to review. Use the lower-scoring answers to plan a discussion. The total does not identify the cause of a sales problem.
75 to 100More practices reported in place. Check whether the reported practices are used consistently. A high self-assessment score does not establish forecast reliability.

Reviewing your answers

Start with the questions you found difficult to answer or scored lowest. Check the records with your team before agreeing an action. The overall score summarises your answers; it cannot diagnose whether the problem is process, capability, data or something else.

Want the same questions answered from your data rather than your judgement? That is the sales process audit and pipeline review.

This scorecard is free to use within your firm. Please link to this page rather than republishing it.

Sales process audit and pipeline reviewThe independent review that uses your actual data.Sales capability assessmentReview your team's development needs.Why your sales forecast keeps missingQuestions to investigate when forecasts miss.Forecast accuracy calculatorPut a number on question 10.