Sales Pipeline Overview

The Sales Funnel

Siebel's sales pipeline tracks prospects through standardized stages, enabling accurate forecasting and performance analytics.

Sales Pipeline Stages — Sales Pipeline: Lead → Opportunity → Quote → Order

Pipeline Stages

1. Lead (Prospecting)

Source: Web forms, trade shows, referrals, marketing campaigns
Qualification: BANT criteria (Budget, Authority, Need, Timeline)
Status: New → Qualified → Converted (or Disqualified)

2. Opportunity (Active Sales)

Stages: Prospecting → Qualification → Proposal → Negotiation → Closed Won/Lost
Probability: Auto-calculated based on stage (e.g., Proposal = 50%, Negotiation = 75%)
Revenue: Weighted revenue = Amount × Probability

3. Quote (Pricing)

Configuration: Product selection, bundles, discounts
Approval: Workflow-based pricing approval for discounts > 15%
Versions: Track quote revisions and customer feedback

4. Order (Fulfillment)

Activation: Convert accepted quote to sales order
Integration: Push to ERP for provisioning and billing
Status Tracking: Pending → In Progress → Completed

Pipeline Metrics

Key Performance Indicators:

Pipeline Value: Sum of all weighted opportunities
Conversion Rate: Leads → Opportunities → Wins
Sales Cycle Length: Average days from lead to close
Win Rate: Closed Won / (Closed Won + Closed Lost)

Example: TelecomCo Enterprise Deal

Lead: CIO of RetailCorp requests 5G network demo (Source: Trade Show)
Qualification: Budget: $2M, Decision by Q2, Need: Store connectivity
Opportunity: Created for $1.8M (90-day sales cycle)
Quote: 500 5G lines + SD-WAN routers, 15% volume discount
Order: Quote accepted, integrated to SAP for provisioning