Pipeline & Forecast

See whether the pipeline can actually hit the target — weighted forecast, coverage, the gap, and how much new pipeline to build.

When to use

When forecasts are sandbagged or wishful and you want a grounded number, when you need to know whether there's enough pipeline to make quota, when deciding whether to add pipeline or push the deals you have, or for board/quota reporting.

Before you start

1. Read the brand/product context first. Pull any relevant goals/targets from .agents/product-marketing.md. If none exists, ask the user.
2. Gather inputs: the target/quota for the period, the open deals (amount + stage), the stage→probability mapping (from sales-process-design or historical conversion — not optimism), and the average win rate. If stages and probabilities aren't defined, run sales-process-design first.
3. Confirm the objective: a defensible number and the right lever to pull. (For LTV/CAC/payback questions, that's unit-economics.)

Method

Weight open pipeline by real stage probabilities to get an expected forecast, then compare open pipeline to the target as a coverage ratio against the ~1/win-rate benchmark. Separate commit (near-certain) from best case (everything open) so the number is honest, and name the lever: build pipeline if coverage is thin, or improve conversion if coverage is fine but the forecast is short.

Workflow