The core set: net new pipeline (created this period), pipeline velocity (the composite speed metric), stage conversion rates, and coverage ratio (pipeline ÷ quota). Watch trends weekly; diagnose with the stage-conversion breakdown.
Net new pipeline
Dollar value of opportunities created in the period — the cleanest measure of generation work. Tracked by source, segment, and owner. Leading indicator of revenue 1–2 quarters out.
Pipeline velocity
(Opportunities × average deal size × win rate) ÷ sales-cycle length. One number capturing four levers; when it moves, the breakdown shows which input drove it.
Stage conversions
Per-transition rates (Discovery→Demo, Demo→Proposal, etc.) reveal exactly where the funnel leaks. Benchmark against your own trailing quarters — cross-company stage benchmarks mislead because stage definitions differ.
Coverage ratio
Open pipeline ÷ remaining quota, by team and rep. Healthy is 3–4x for most B2B motions. Below 3x two months into a quarter is the early-warning that triggers generation pushes.
