Sales Pipeline Report for Retail & E-commerce

# Sales Pipeline Report - Retail & E-commerce

## Purpose
Review weekly in sales meetings to identify stuck deals, forecast revenue accurately, and coach team members.

## When to Use
A detailed sales pipeline report showing deal stages, conversion rates, weighted revenue forecast, and salesperson performance metrics.

## Instructions
1. Review the template below and familiarise yourself with the structure
2. Replace all [bracketed placeholders] with your retail & e-commerce business details
3. Customise the tone and formatting to match your brand
4. Save in your preferred tool (HubSpot or Pipedrive)

---

## Sales Pipeline Report

**Period:** Week ending [Date]
**Prepared by:** [Sales Manager Name]
**Date:** [Date]

---

### Pipeline Summary

| Metric | This Week | Last Week | Change | Target (Month) |
|--------|-----------|-----------|--------|----------------|
| Total pipeline value | $[Amount] | $[Amount] | [+/-]$[Amount] | $[Amount] |
| Weighted pipeline | $[Amount] | $[Amount] | [+/-]$[Amount] | $[Amount] |
| Number of active deals | [X] | [X] | [+/-][X] | - |
| Average deal size | $[Amount] | $[Amount] | [+/-]$[Amount] | $[Amount] |
| New deals added | [X] ($[Amount]) | [X] ($[Amount]) | - | - |
| Deals won | [X] ($[Amount]) | [X] ($[Amount]) | - | - |
| Deals lost | [X] ($[Amount]) | [X] ($[Amount]) | - | - |

### Pipeline by Stage

| Stage | # Deals | Total Value | Avg. Days in Stage | Win Probability | Weighted Value |
|-------|---------|-------------|-------------------|-----------------|----------------|
| Enquiry / Lead | [X] | $[Amount] | [X] | [X]% | $[Amount] |
| Discovery / Qualified | [X] | $[Amount] | [X] | [X]% | $[Amount] |
| Proposal Sent | [X] | $[Amount] | [X] | [X]% | $[Amount] |
| Negotiation | [X] | $[Amount] | [X] | [X]% | $[Amount] |
| Verbal Commit | [X] | $[Amount] | [X] | [X]% | $[Amount] |
| **Total** | **[X]** | **$[Amount]** | - | - | **$[Amount]** |

### Conversion Rates (Rolling 90 Days)

| Stage Transition | Conversion Rate | Benchmark | Status |
|-----------------|----------------|-----------|--------|
| Lead to Discovery | [X]% | [X]% | [Above / Below] |
| Discovery to Proposal | [X]% | [X]% | [Above / Below] |
| Proposal to Negotiation | [X]% | [X]% | [Above / Below] |
| Negotiation to Won | [X]% | [X]% | [Above / Below] |
| Overall Lead to Won | [X]% | [X]% | [Above / Below] |

### Sales Team Performance

| Salesperson | Pipeline Value | Deals in Pipeline | Deals Won (MTD) | Revenue Won (MTD) | Target | % to Target |
|-------------|---------------|-------------------|-----------------|-------------------|--------|-------------|
| [Name] | $[Amount] | [X] | [X] | $[Amount] | $[Amount] | [X]% |
| [Name] | $[Amount] | [X] | [X] | $[Amount] | $[Amount] | [X]% |
| [Name] | $[Amount] | [X] | [X] | $[Amount] | $[Amount] | [X]% |
| **Total** | **$[Amount]** | **[X]** | **[X]** | **$[Amount]** | **$[Amount]** | **[X]%** |

### Revenue Forecast

| Period | Committed | Best Case | Worst Case |
|--------|-----------|-----------|------------|
| This month (remaining) | $[Amount] | $[Amount] | $[Amount] |
| Next month | $[Amount] | $[Amount] | $[Amount] |
| Month after | $[Amount] | $[Amount] | $[Amount] |

### Stuck Deals (No Activity > 14 Days)

| Deal | Client | Value | Stage | Days Since Last Activity | Owner | Action Required |
|------|--------|-------|-------|-------------------------|-------|-----------------|
| [Deal name] | [Client] | $[Amount] | [Stage] | [X] days | [Name] | [Action] |
| [Deal name] | [Client] | $[Amount] | [Stage] | [X] days | [Name] | [Action] |

### Deals Won This Period

| Deal | Client | Value | Sales Cycle (Days) | Owner |
|------|--------|-------|--------------------|-------|
| [Deal name] | [Client] | $[Amount] | [X] | [Name] |
| [Deal name] | [Client] | $[Amount] | [X] | [Name] |

### Deals Lost This Period

| Deal | Client | Value | Stage Lost At | Reason | Owner |
|------|--------|-------|---------------|--------|-------|
| [Deal name] | [Client] | $[Amount] | [Stage] | [Reason, e.g. Price / Timing / Competitor / No decision] | [Name] |

### Key Actions for Next Week

1. [Action 1, e.g. Follow up on [X] proposals sent this week]
2. [Action 2, e.g. Re-engage [X] stuck deals with new value proposition]
3. [Action 3, e.g. Schedule discovery calls for [X] new leads]

---

**Complexity:** intermediate | **Setup time:** 20 minutes | **Tools:** HubSpot, Pipedrive, Salesforce

Note: This template has been tailored for retail & e-commerce businesses in Australia. Adjust terminology and compliance references to match your specific context.