Sales Pipeline Blindness: Why You Don't Know What's Closing This Month
Your boss asks: "What's closing this month?" You open a spreadsheet. Check your email. Look at your notes. Twenty minutes later, you have a rough guess. This is pipeline blindness.
Key Takeaways
- 65% of sales reps don't trust their pipeline data
- Accurate forecasting requires real-time visibility
- Stages must have clear exit criteria
- Weekly pipeline reviews catch problems early
Signs You Have Pipeline Blindness
- You don't know your total pipeline value
- Deals are "stuck" in stages for weeks
- Forecasts are wildly inaccurate
- You're surprised when deals close (or don't)
- You can't answer "what's closing this week?"
Why Pipeline Visibility Matters
Accurate Forecasting
Revenue predictability requires knowing:
- What's likely to close
- When it's likely to close
- What the deal value is
Without visibility, you're guessing.
Resource Allocation
If you can see a big deal closing next month, you can:
- Staff up delivery
- Prepare onboarding
- Manage cash flow
Early Warning System
A visible pipeline shows problems:
- Deals stuck in stages
- Low conversion rates
- Insufficient pipeline coverage
Building Pipeline Visibility
Step 1: Define Clear Stages
Bad stages:
- "Working on it"
- "In progress"
- "Talking to them"
Good stages:
| Stage | Definition | Exit Criteria |
|---|---|---|
| Lead | New contact | Qualified via BANT |
| Discovery | Understanding needs | Needs confirmed |
| Proposal | Sent proposal | Proposal delivered |
| Negotiation | Discussing terms | Terms agreed |
| Closed Won | Deal signed | Contract executed |
Step 2: Add Required Fields
For each deal:
- Value - How much is it worth?
- Close date - When do you expect to close?
- Probability - How likely is it? (auto from stage)
- Next step - What's the next action?
Step 3: Enforce Hygiene
Rules for a clean pipeline:
- Every deal has a value
- Every deal has a close date
- Close dates are realistic (not "end of quarter")
- Deals move or die (nothing stale)
Step 4: Review Weekly
Weekly pipeline review (30 min):
- What moved forward?
- What's stuck?
- What's at risk?
- What's the forecast?
Pipeline Metrics That Matter
| Metric | What It Tells You |
|---|---|
| Total pipeline value | How much is in play |
| Weighted pipeline | Value × probability |
| Velocity | Average time to close |
| Stage conversion | Where deals get stuck |
| Coverage ratio | Pipeline vs. quota |
Coverage ratio target: 3-4x your quota in pipeline.
How Dewx Provides Pipeline Visibility
Dewx GTM Hub includes:
- Visual Kanban board - See all deals at a glance
- Required fields - No missing data
- Automatic stage movement - Based on activity
- Revenue dashboard - Pipeline value, forecast, trends
- Stale deal alerts - Notifies you of stuck deals
- AI insights - Dew identifies at-risk deals
Never be surprised by your pipeline again.
FAQ
How much pipeline do I need?
3-4x your target. If you need to close $100K, have $300-400K in pipeline.
How do I handle long sales cycles?
Use milestones within stages. A 6-month deal should show progress, not sit static.
What if my team won't update the CRM?
See our article on CRM adoption. Short answer: make it easier than the alternative.
Conclusion
Pipeline blindness kills businesses. You can't manage what you can't see.
Build visibility:
- Define clear stages
- Require essential fields
- Review weekly
- Track the right metrics
Want full pipeline visibility? Join the Dewx beta and see your deals in real-time.