Rebuilding a B2B sales pipeline

This is a sample case study. Replace it with your own story and real numbers.

The situation

Every rep tracked deals differently, and the quarterly forecast was mostly optimism. Supply planning had stopped trusting sales numbers, so they over-ordered stock to be safe.

What I did

I defined five deal stages with clear exit criteria, moved the team onto one CRM view, and introduced a weekly thirty-minute pipeline review focused on deals that had not moved. Forecasts became weighted by stage, and I shared them directly with the planning team every Monday.

Results

Forecast error fell by half within two quarters. Planning reduced safety stock, which freed up cash the business used to fund the next hire.