I’m looking to understand industry best practices or guidance for pipeline composition throughout the quarter? For example, what percentage of deals should be in Pipeline, Upside, and Commit at various points throughout the quarter (ie. Week 2, Week 5, Week 8, Week 11, etc)??
Hey Tom!
This may vary depending on how quickly your team progresses through your forecast categories and your conversion rate between each category.
It might be helpful to look at Pulse and review deals closing last quarter. This will let you review your pipeline composition to get a sense for what deals you should have in each forecast category for your current week of the quarter. (Comparing week 3 of last quarter to week 3 of current quarter, for example)
You configure Pulse to look at your NQ Quota from Forecasting and get a sense for how much pipeline you will need, broken up by forecast category, or stage.
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