Home Blog Careers Webinars Books
Knowledge Hub
eBooks eLearning Precision Pipeline Index
Services
One-On-One Coaching Group Strategic Sales Training CRM Adoption Accelerator
Contact

Are You Tracking Enough Opportunities in Your Pipeline?

Dec 04, 2025

One of the most common questions I hear from manufacturers' rep agency leaders is this:

"How many opportunities should we be tracking in our CRM?"

The answer? It depends. On your goals. Your lines. Your market. But the real power lies in having a clear strategy to calculate how many opportunities you actually need to hit your revenue targets, without guessing.

Let’s break it down.

Why a Strong Sales Pipeline Isn't Optional

If you're leading a sales team, or driving one solo, a well-managed pipeline isn’t just helpful. It's essential. It gives you clarity, control, and confidence over your revenue stream. Here's what a strong pipeline does for you:

βœ… Makes Revenue Predictable – A well-tracked pipeline lets you see what’s coming and plan accordingly. No more crossing fingers at month-end.

βœ… Maximizes Your Time and Team – When you know which deals are real and which are fluff, you can focus energy where it matters.

βœ… Boosts Performance – Tracking your pipeline shines a light on gaps, stalls, and opportunities for coaching or improvement.

The Precision Pipeline Index: A Smarter Way to Set Targets

Here’s the simple formula I coach clients to use when setting pipeline targets. I call it the Precision Pipeline Index, because it gives you clarity on exactly how many opportunities you need in your pipeline to hit your goals.

Here’s how to calculate it:

  1. Know Your Conversion Rate
    What percentage of opportunities do you typically close? If you’re not sure, a starting point is 33%.

  2. Know Your Average Deal Size
    What’s the average revenue you earn per closed opportunity?

  3. Set Your Revenue Goal
    What’s your target revenue for the quarter or year?

Example:
Let’s say your revenue goal is $1,000,000.
Your average deal is $50,000.
Your close rate is 33%.

πŸ‘‰ Divide your goal by your deal size = 20 deals needed.
πŸ‘‰ Divide that by your close rate (0.33) = ~61 opportunities needed in your pipeline.

That’s your number. No guesswork.

Why This Matters More Than Ever

Despite all the CRMs and dashboards available today, too many reps and leaders are still winging it when it comes to tracking deals. That’s a big problem.

Because if you’re not tracking, you’re likely:

  • Missing follow-ups

  • Chasing low-value leads

  • Forecasting with zero accuracy

  • Losing business to competitors who are tracking

When your pipeline lacks structure, your revenue becomes a rollercoaster. And that's not how you build a business with control and confidence.

The Payoff of Precision

Dialing in your pipeline with this approach leads to:

  • Smarter Forecasting – You’ll know what’s real and what’s wishful thinking.

  • Stronger Conversion Rates – Data reveals where to coach and improve.

  • More Control Over Growth – When your pipeline supports your targets, you stop reacting and start leading.

Stats That Back It Up

πŸ“Š Companies with a defined sales process grow revenue 33% faster (Harvard Business Review).
πŸ“Š Reps who use structured pipeline management outperform others by 11% (Vantage Point Performance).

The takeaway? Strategy matters. Structure matters.

Don’t Let Pipeline Neglect Hold You Back

When you ignore your pipeline, or manage it loosely, you end up with:

  • Lost deals

  • Faulty forecasts

  • Burned-out teams chasing bad fits

Instead, treat your pipeline like what it truly is, a powerful strategic asset. One that gives you freedom, growth, and control over your future.

Let’s Make It Practical

Take 15 minutes this week to run your own Precision Pipeline Index. You’ll walk away with a clear target, and a fresh way to lead your sales process with intention.

Keep pushing forward,

Want to explore how this can work for your agency? Let’s talk. 
Book A Call with Me!

 

Take a look at my latest Podcast Episode: Guest - Scott Cooper

 

 

—
Warm regards,
Chris Atwell
Peak Performance Sales & Mindset Coach
Mindset-Conquest