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)?
• 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)?
• 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?
• 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?
• 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?
• 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?
• 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?
• 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)?
• 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)?
• 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)?
• 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?
• 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)?
• 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.