pipeline-diagnostics

# Pipeline Diagnostics

Framework for assessing B2B sales pipeline health and identifying problems.

## Pipeline Coverage

**Minimum Coverage by Quarter Week:**

| Week | Coverage Needed | Why |
|------|-----------------|-----|
| Week 1 | 4x quota | Time to work deals |
| Week 5 | 3x quota | Deals maturing |
| Week 9 | 2x quota | Late-stage heavy |
| Week 13 | 1.2x quota | Commit deals |

**Formula:**
```
Coverage Ratio = Total Pipeline / Quota Target
```

## Stage Conversion Benchmarks

| Stage | Benchmark | If Below |
|-------|-----------|----------|
| Lead → Qualified | 30-40% | ICP targeting issue |
| Qualified → Discovery | 60-70% | Qualification criteria issue |
| Discovery → Demo | 50-60% | Discovery quality issue |
| Demo → Proposal | 40-50% | Demo effectiveness issue |
| Proposal → Closed | 30-40% | Negotiation/pricing issue |

## Deal Velocity

**Formula:**
```
Sales Velocity = (Deals × Win Rate × ACV) / Sales Cycle

Higher velocity = more revenue, faster
```

**Improvement Levers:**
1. More qualified opportunities (volume)
2. Higher win rate (quality)
3. Larger deal sizes (ACV)
4. Shorter sales cycles (speed)

## Stage Distribution Analysis

```
Healthy Pipeline Shape:

Stage 1 (Qualified):    ████████████████████ 35%
Stage 2 (Discovery):    ████████████████ 25%
Stage 3 (Demo):         ████████████ 20%
Stage 4 (Proposal):     ████████ 12%
Stage 5 (Negotiation):  █████ 8%

Red Flags:
- Top-heavy: Too much early stage
- Bottom-heavy: Not enough new pipeline
- Middle stuck: Conversion problem
```

## Age Analysis

| Stage | Healthy Age | Stale Threshold |
|-------|-------------|-----------------|
| Qualified | 0-14 days | >21 days |
| Discovery | 7-21 days | >30 days |
| Demo | 14-30 days | >45 days |
| Proposal | 7-14 days | >21 days |
| Negotiation | 7-21 days | >30 days |

**Stale Deal Actions:**
- <7 days stale: Update and next steps
- 7-14 days stale: Manager review
- >14 days stale: Downgrade or close

## Win/Loss Analysis

**Win Analysis Questions:**