Is My Pipeline Healthy? Self-Assessment Quiz

Answer each question honestly using your actual CRM data, not your general impression. Score as indicated.

1. What % of your open pipeline has a confirmed next meeting on the calendar (not just a stage in the CRM)?
2. 80%+ → 3 pts · 50–79% → 2 pts · 25–49% → 1 pt · Below 25% → 0 pts

1. What % of deals in your pipeline are single-threaded (one contact only)?
2. Under 20% → 3 pts · 20–40% → 2 pts · 40–60% → 1 pt · Over 60% → 0 pts

1. What's your current pipeline coverage ratio against remaining quota?
2. At or above your calculated minimum (see companion Pipeline Coverage Ratio Calculator) → 3 pts · Within 20% of minimum → 2 pts · 20–40% below → 1 pt · More than 40% below → 0 pts

1. What % of your pipeline is older than 2× the average sales cycle length for its stage?
2. Under 10% → 3 pts · 10–25% → 2 pts · 25–40% → 1 pt · Over 40% → 0 pts

1. How many deals have had their close date pushed more than once?
2. None → 3 pts · A few (under 15% of pipeline) → 2 pts · Common (15–30%) → 1 pt · Widespread (over 30%) → 0 pts

1. What % of pipeline value sits in the top 3 deals?
2. Under 30% → 3 pts · 30–50% → 2 pts · 50–70% → 1 pt · Over 70% → 0 pts (concentration risk)

1. Is new pipeline being created weekly at a rate that replaces what closes/dies, or is the pipeline shrinking?
2. Growing → 3 pts · Flat/replacing → 2 pts · Slowly shrinking → 1 pt · Shrinking fast → 0 pts

1. What % of "Commit" category deals have verified economic-buyer access (per the companion Deal Review Checklist)?
2. 90%+ → 3 pts · 70–89% → 2 pts · 50–69% → 1 pt · Below 50% → 0 pts

1. How often does a deal get created and closed-lost within the same month (a sign of junk/unqualified pipeline entering)?
2. Rare → 3 pts · Occasional → 2 pts · Common → 1 pt · Constant → 0 pts

1. Do your stage exit-criteria mean the same thing across every rep on the team (see companion Stage & Exit-Criteria Framework)?
2. Yes, documented and followed → 3 pts · Documented, loosely followed → 2 pts · Informal, inconsistent → 1 pt · No shared definition → 0 pts

1. What % of deals have a documented mutual action plan?
2. 70%+ → 3 pts · 40–69% → 2 pts · 15–39% → 1 pt · Under 15% → 0 pts

1. Last quarter's forecast accuracy (see companion Forecast Accuracy Calculator)?
2. 90%+ → 3 pts · 80–89% → 2 pts · 70–79% → 1 pt · Below 70% → 0 pts

Scoring

Total possible: 36 points

• 30–36: Healthy. Pipeline is a reliable planning asset. Maintain the discipline that got you here.
• 21–29: Functional but fragile. Specific weak spots exist, identify your 3 lowest-scoring questions and treat those as this month's priority.
• 12–20: At risk. Multiple structural issues are compounding. The forecast number cannot be trusted without manual scrutiny of every deal.
• Below 12: Unhealthy. Pipeline math will not predict revenue. Stop and rebuild qualification and stage discipline before trusting any rollup number.

Find your top 3 fixes

List your three lowest-scoring questions here, then match to the fix:

The single most important question this template forces

After scoring, ask: which single question, if fixed first, would move the most other scores with it? Usually it is Q1 (confirmed next steps) or Q10 (shared stage definitions), both are upstream of most of the others.