Marketing & Sales
B2B Sales Pipeline: Stage Tracking and Loss Analysis
For sales reps and their manager, opened at every weekly pipeline review. The whiteboard holds this quarter's target, the exit criteria for each deal stage, a win-odds by deal-size matrix, and four frames for sorting why deals were lost. The task board runs from lead to won or lost, and starts with four parent tasks - pipeline hygiene, moving deals, loss analysis, and the weekly review - each with its own subtasks.
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It is built for reps and sales managers looking for a sales pipeline template or how to run a deal tracker. It fits teams where every deal lives in someone's head and gets re-explained at each meeting, where loss analysis stops at "the price was too high" so proposals never improve, or where nobody can say with confidence what will close by month end. A small team and a solo rep still starting out can both run it the same way.
Work through the board in order. Align on the target and assumptions in "1. This Quarter's Target and Ground Rules", then set the exit criteria that mark a deal done at each stage in "2. Deal Stages". Place deals in "3. Win Odds vs Deal Size" to choose which ones to move this week, and sort lost deals across the four frames from "4a. Lost on price or budget" to "4d. Timing and competition". Keep the weekly rhythm in "5. The Weekly Review", and move cards across Leads, First Meeting, Proposal, Negotiation, Won, and Lost.
In the first week, focus on "Define the stages" and "Clean up open deals" so every deal you are already carrying gets onto the board. From the first month on, fix a day and time with "Book the review slot", and start each week with "List stalled deals" so decisions stop lagging. Do not just close a lost deal - finish "Tag loss reasons" first, so it feeds back into the next pitch.
Once you have a free account, you can copy this template from the marketplace
