# Manage opportunity pipeline

*/Processes/Manage_opportunity_pipeline*

Overseeing and planning the acquisition of new customers.

## Boundary Of Firm

**Outsourced To**:
- [Sales Outsourcing Firms](/CompanyTypes/Sales_Outsourcing_Firms)
- [Lead Generation Agencies](/CompanyTypes/Lead_Generation_Agencies)
**Automatability**: augmented
**Routing Summary**:
- Pipeline management lives in-house in sales and revenue operations, where account executives advance deals through stages and a sales-operations analyst maintains hygiene and forecast accuracy.
- Top-of-funnel pipeline building and qualification are routinely bought from lead-generation agencies and sales-outsourcing firms, especially for SDR-style outbound motion.
- Opportunity scoring, revenue forecasting, and stalled-deal detection run on CRM and revenue-intelligence platforms; the qualification and closing judgment stays with the seller.
**Delivered By Role**:
- [Sales Manager](/Processes/Manage_opportunity_pipeline/JobTypes/Sales_Manager)
- [Account Executive](/Processes/Manage_opportunity_pipeline/JobTypes/Account_Executive)
- [Sales Operations Analyst](/Processes/Manage_opportunity_pipeline/JobTypes/Sales_Operations_Analyst)
**Asset Specificity**: general
**Automated By Action**:
- [Scoring Sales Opportunities](/Action/Scoring_Sales_Opportunities)
- [Forecasting Pipeline Revenue](/Action/Forecasting_Pipeline_Revenue)
- [Flagging Stalled Deals](/Action/Flagging_Stalled_Deals)
**Automated By Software**:
- [Customer Relationship Management Software](/Software/Customer_Relationship_Management_Software)
- [Revenue Intelligence Platforms](/Software/Revenue_Intelligence_Platforms)
**Delivered By Department**:
- [Sales](/Processes/Manage_opportunity_pipeline/Departments/Sales)
- [Revenue Operations](/Processes/Manage_opportunity_pipeline/Departments/Revenue_Operations)

## Neighborhood

### Parent

- [Manage leads/opportunities](/Processes/Manage_leads%2Fopportunities) — parent · Processes

### Siblings

- [Manage customer sales calls](/Processes/Manage_customer_sales_calls) — siblings · Processes
- [Identify potential customers](/Processes/Identify_potential_customers) — siblings · Processes
- [Identify/receive leads/opportunities](/Processes/Identify%2Freceive_leads%2Fopportunities) — siblings · Processes
- [Determine sales resource allocation](/Processes/Determine_sales_resource_allocation) — siblings · Processes
- [Match opportunities to business strategy](/Processes/Match_opportunities_to_business_strategy) — siblings · Processes
- [Validate and qualify leads/opportunities](/Processes/Validate_and_qualify_leads%2Fopportunities) — siblings · Processes
- [Develop opportunity win plans](/Processes/Develop_opportunity_win_plans) — siblings · Processes

### Related (optimizes)

- [Deal Closure Rate](/Metrics/Deal_Closure_Rate) — optimizes · Metrics
- [Average sales conversion rate for direct mail](/Metrics/Average_sales_conversion_rate_for_direct_mail) — optimizes · Metrics
- [Average sales conversion rate for face to face contact](/Metrics/Average_sales_conversion_rate_for_face_to_face_contact) — optimizes · Metrics
- [Average sales conversion rate for mobile applications](/Metrics/Average_sales_conversion_rate_for_mobile_applications) — optimizes · Metrics
- [Days spent prospecting as a percentage of total business sales cycle time for B2B customers](/Metrics/Days_spent_prospecting_as_a_percentage_of_total_business_sales_cycle_time_for_B2B_customers) — optimizes · Metrics
- [Quota Attainment](/Metrics/Quota_Attainment) — optimizes · Metrics
- [Sales Cycle Length](/Metrics/Sales_Cycle_Length) — optimizes · Metrics
- [Time To Close](/Metrics/Time_To_Close) — optimizes · Metrics
- [Pipeline Conversion Rate](/Metrics/Pipeline_Conversion_Rate) — optimizes · Metrics
- [Sales Cycle Time](/Metrics/Sales_Cycle_Time) — optimizes · Metrics
- [Days spent in proposals as a percentage of total business sales cycle time for B2B customers](/Metrics/Days_spent_in_proposals_as_a_percentage_of_total_business_sales_cycle_time_for_B2B_customers) — optimizes · Metrics

### Who runs this

- [Sales](/Departments/Sales) — runs · Departments
- [Direct Sales](/Departments/Direct_Sales) — runs · Departments
- [Sales Department](/Departments/Sales_Department) — runs · Departments
- [Inside Sales](/Departments/Inside_Sales) — runs · Departments
- [Sales and Marketing](/Departments/Sales_and_Marketing) — runs · Departments

### Related (signature process)

- [Solo Independent Sales Consultants](/CompanyTypes/Solo_Independent_Sales_Consultants) — signature process · CompanyTypes

### Industries where this operates

- [Cut and Sew Apparel Manufacturing](/Industries/Cut_and_Sew_Apparel_Manufacturing) — operates in · Industries
- [Automobile and Light Duty Motor Vehicle Manufacturing](/Industries/Automobile_and_Light_Duty_Motor_Vehicle_Manufacturing) — operates in · Industries
- [Building Construction](/Industries/Building_Construction) — operates in · Industries
- [Food And Beverage Manufacturing](/Industries/Food_And_Beverage_Manufacturing) — operates in · Industries
- [Truck Body and Trailer Manufacturing](/Industries/Truck_Body_and_Trailer_Manufacturing) — operates in · Industries
- [Automotive Parts Manufacturing](/Industries/Automotive_Parts_Manufacturing) — operates in · Industries
- [Audio And Video Equipment Manufacturing](/Industries/Audio_And_Video_Equipment_Manufacturing) — operates in · Industries
- [Ship Building and Repairing](/Industries/Ship_Building_and_Repairing) — operates in · Industries
- [Direct Life, Health, and Medical Insurance Carriers](/Industries/Direct_Life,_Health,_and_Medical_Insurance_Carriers) — operates in · Industries
- [Direct Insurance (except Life, Health, and Medical) Carriers](/Industries/Direct_Insurance_(except_Life,_Health,_and_Medical)_Carriers) — operates in · Industries
- [Textile Industry](/Industries/Textile_Industry) — operates in · Industries
- [Motor Vehicle Dealers](/Industries/Motor_Vehicle_Dealers) — operates in · Industries
- [Chemical Industry](/Industries/Chemical_Industry) — operates in · Industries
- [Hospitals and Health Care Facilities](/Industries/Hospitals_and_Health_Care_Facilities) — operates in · Industries
- [Real Estate and Rental and Leasing](/Industries/Real_Estate_and_Rental_and_Leasing) — operates in · Industries
- [Retail Trade](/Industries/Retail_Trade) — operates in · Industries
- [Scheduled Air Transportation](/Industries/Scheduled_Air_Transportation) — operates in · Industries
- [Scientific Research and Development Services](/Industries/Scientific_Research_and_Development_Services) — operates in · Industries
- [Textile Product Mills](/Industries/Textile_Product_Mills) — operates in · Industries
- [Transportation and Warehousing](/Industries/Transportation_and_Warehousing) — operates in · Industries
- [Utilities](/Industries/Utilities) — operates in · Industries
- [Wholesale Trade](/Industries/Wholesale_Trade) — operates in · Industries
- [Semiconductor and Other Electronic Component Manufacturing](/Industries/Semiconductor_and_Other_Electronic_Component_Manufacturing) — operates in · Industries
- [Accommodation and Food Services](/Industries/Accommodation_and_Food_Services) — operates in · Industries
- [Activities Related to Credit Intermediation](/Industries/Activities_Related_to_Credit_Intermediation) — operates in · Industries
- [Administrative and Support and Waste Management and Remediation Services](/Industries/Administrative_and_Support_and_Waste_Management_and_Remediation_Services) — operates in · Industries
- [Aerospace Product and Parts Manufacturing](/Industries/Aerospace_Product_and_Parts_Manufacturing) — operates in · Industries
- [Agriculture, Forestry, Fishing and Hunting](/Industries/Agriculture,_Forestry,_Fishing_and_Hunting) — operates in · Industries
- [Ambulatory Health Care Services](/Industries/Ambulatory_Health_Care_Services) — operates in · Industries
- [Arts, Entertainment, and Recreation](/Industries/Arts,_Entertainment,_and_Recreation) — operates in · Industries
- [Automotive Parts, Accessories, and Tire Retailers](/Industries/Automotive_Parts,_Accessories,_and_Tire_Retailers) — operates in · Industries
- [Beverage and Tobacco Product Manufacturing](/Industries/Beverage_and_Tobacco_Product_Manufacturing) — operates in · Industries
- [Communications Equipment Manufacturing](/Industries/Communications_Equipment_Manufacturing) — operates in · Industries
- [Computer and Peripheral Equipment Manufacturing](/Industries/Computer_and_Peripheral_Equipment_Manufacturing) — operates in · Industries
- [Depository Credit Intermediation](/Industries/Depository_Credit_Intermediation) — operates in · Industries
- [Educational Services](/Industries/Educational_Services) — operates in · Industries
- [Electric Power Generation, Transmission and Distribution](/Industries/Electric_Power_Generation,_Transmission_and_Distribution) — operates in · Industries
- [Electronics and Appliance Retailers](/Industries/Electronics_and_Appliance_Retailers) — operates in · Industries
- [Executive, Legislative, and Other General Government Support](/Industries/Executive,_Legislative,_and_Other_General_Government_Support) — operates in · Industries
- [Finance and Insurance](/Industries/Finance_and_Insurance) — operates in · Industries
- [Health Care and Social Assistance](/Industries/Health_Care_and_Social_Assistance) — operates in · Industries
- [Information](/Industries/Information) — operates in · Industries
- [Leather and Allied Product Manufacturing](/Industries/Leather_and_Allied_Product_Manufacturing) — operates in · Industries
- [Management of Companies and Enterprises](/Industries/Management_of_Companies_and_Enterprises) — operates in · Industries
- [Manufacturing](/Industries/Manufacturing) — operates in · Industries
- [Manufacturing and Reproducing Magnetic and Optical Media](/Industries/Manufacturing_and_Reproducing_Magnetic_and_Optical_Media) — operates in · Industries
- [Media Streaming Distribution Services, Social Networks, and Other Media Networks and Content Providers](/Industries/Media_Streaming_Distribution_Services,_Social_Networks,_and_Other_Media_Networks_and_Content_Providers) — operates in · Industries
- [Medical Equipment and Supplies Manufacturing](/Industries/Medical_Equipment_and_Supplies_Manufacturing) — operates in · Industries
- [Medical and Diagnostic Laboratories](/Industries/Medical_and_Diagnostic_Laboratories) — operates in · Industries
- [Mining, Quarrying, and Oil and Gas Extraction](/Industries/Mining,_Quarrying,_and_Oil_and_Gas_Extraction) — operates in · Industries
- [Monetary Authorities-Central Bank](/Industries/Monetary_Authorities-Central_Bank) — operates in · Industries
- [Navigational, Measuring, Electromedical, and Control Instruments Manufacturing](/Industries/Navigational,_Measuring,_Electromedical,_and_Control_Instruments_Manufacturing) — operates in · Industries
- [Nondepository Credit Intermediation](/Industries/Nondepository_Credit_Intermediation) — operates in · Industries
- [Nursing and Residential Care Facilities](/Industries/Nursing_and_Residential_Care_Facilities) — operates in · Industries
- [Other Motor Vehicle Dealers](/Industries/Other_Motor_Vehicle_Dealers) — operates in · Industries
- [Other Services (except Public Administration)](/Industries/Other_Services_(except_Public_Administration)) — operates in · Industries
- [Other Transportation Equipment Manufacturing](/Industries/Other_Transportation_Equipment_Manufacturing) — operates in · Industries
- [Paper Manufacturing](/Industries/Paper_Manufacturing) — operates in · Industries
- [Petroleum Refineries](/Industries/Petroleum_Refineries) — operates in · Industries
- [Petroleum and Petroleum Products Merchant Wholesalers](/Industries/Petroleum_and_Petroleum_Products_Merchant_Wholesalers) — operates in · Industries
- [Pharmaceutical and Medicine Manufacturing](/Industries/Pharmaceutical_and_Medicine_Manufacturing) — operates in · Industries
- [Professional, Scientific, and Technical Services](/Industries/Professional,_Scientific,_and_Technical_Services) — operates in · Industries
- [Public Administration](/Industries/Public_Administration) — operates in · Industries
- [Radio and Television Broadcasting Stations](/Industries/Radio_and_Television_Broadcasting_Stations) — operates in · Industries

### Automated by

- [Score Opportunities](/Action/Score_Opportunities) — automated by · Action
- [Forecast Sales Pipeline](/Action/Forecast_Sales_Pipeline) — automated by · Action
- [Revenue Intelligence Platforms](/Software/Revenue_Intelligence_Platforms) — automated by · Software
- [Customer Relationship Management Software](/Software/Customer_Relationship_Management_Software) — automated by · Software
- [Flagging Stalled Deals](/Action/Flagging_Stalled_Deals) — automated by · Action
- [Revenue Intelligence Platform](/Software/Revenue_Intelligence_Platform) — automated by · Software
- [Customer Relationship Management System](/Software/Customer_Relationship_Management_System) — automated by · Software
- [Flag Stalled Opportunities](/Action/Flag_Stalled_Opportunities) — automated by · Action
- [Update Pipeline Forecast](/Action/Update_Pipeline_Forecast) — automated by · Action
- [Score Opportunity Health](/Action/Score_Opportunity_Health) — automated by · Action

### Problems this exposes

- [duplicate or overlapping opportunities](/Problems/duplicate_or_overlapping_opportunities) — exposes problem · Problems
- [stage-probability calibration](/Problems/stage-probability_calibration) — exposes problem · Problems
- [stale opportunity hygiene](/Problems/stale_opportunity_hygiene) — exposes problem · Problems
- [close-date slippage](/Problems/close-date_slippage) — exposes problem · Problems
- [forecast sandbagging by reps](/Problems/forecast_sandbagging_by_reps) — exposes problem · Problems

### Outsourced to

- [Lead Generation Agencies](/CompanyTypes/Lead_Generation_Agencies) — outsourced to · CompanyTypes
- [Sales Outsourcing Firms](/CompanyTypes/Sales_Outsourcing_Firms) — outsourced to · CompanyTypes
- [Revenue Operations Consultancy](/CompanyTypes/Revenue_Operations_Consultancy) — outsourced to · CompanyTypes
- [Sales Outsourcing Provider](/CompanyTypes/Sales_Outsourcing_Provider) — outsourced to · CompanyTypes

### Delivered by

- [Revenue Operations](/Departments/Revenue_Operations) — delivered by · Departments
- [Sales Operations Analyst](/JobTypes/Sales_Operations_Analyst) — delivered by · JobTypes
- [Account Executive](/JobTypes/Account_Executive) — delivered by · JobTypes
- [Sales Manager](/JobTypes/Sales_Manager) — delivered by · JobTypes
- [Sales Operations](/Departments/Sales_Operations) — delivered by · Departments

### Measured by

- [Percentage of telecommunications customers that have called the  call center more than 10 times in the past 12 months](/Metrics/Percentage_of_telecommunications_customers_that_have_called_the__call_center_more_than_10_times_in_the_past_12_months) — measured by · Metrics
- [Percentage of telecommunications customers that have called the call center in the past 12 months](/Metrics/Percentage_of_telecommunications_customers_that_have_called_the_call_center_in_the_past_12_months) — measured by · Metrics
- [Percentage of telecommunications customers that have never called the call center](/Metrics/Percentage_of_telecommunications_customers_that_have_never_called_the_call_center) — measured by · Metrics