pipeline-forecasting
Pipeline & Forecasting — Under 100 People
What This Process Does
Pipeline management at this size is the weekly discipline that turns reps' activity into a predictable revenue commit. You have 1–5 AEs, 20–200 open opportunities at any time, quarterly or monthly forecast commits to leadership/board, and a CRM (HubSpot, Pipedrive, Salesforce Starter) tracking deals through 5–7 stages. The head of sales (or founder) runs pipeline reviews weekly — who's closing, who's slipping, what's at risk.
The work: keep pipeline data honest, surface at-risk deals before they slip, and turn rep judgment + deal signals into a number leadership can trust. At this size you don't need sophisticated AI forecasting — you need rigorous deal review + accurate close-date + commit discipline. A ±10% quarterly forecast accuracy is achievable; ±5% is achievable with a mature rep team + strong cadence.
Start Here: ERP•AI Templates
ERP•AI's Sales Pipeline Discipline template provides deal-stage definitions with exit criteria, forecast categories (commit / best-case / pipeline), weekly pipeline-review agenda + scorecards, rep-level and team-level forecast roll-up, and slipped-deal tracking. Pair with Weekly Forecast Call for cadence + structure and Deal Health Scoring for risk signals.