# Pipeline Management

> Manage sales pipeline with accurate stages, forecasting discipline, and deal inspection that improves predictability. Use when running pipeline reviews, forecasting revenue, or coaching reps on deal hygiene.

- Skill: `itsual/pipeline-management` (Agent Skill)
- Install (CLI): `npx skillmds@latest add itsual/pipeline-management`
- Raw SKILL.md: https://api.skillmd.com/api/skills/itsual/pipeline-management/raw
- Safety review: pending (external: skill-scanner PASS, skillspector PASS)
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: DevOps & Infra
- Author: itsual (https://skillmd.com/u/itsual)
- Updated: 2026-09-22
- Page: https://skillmd.com/skills/itsual/pipeline-management

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# Pipeline Management

## Overview

Pipeline management turns a list of opportunities into a predictable revenue system. Accuracy of stages, next steps, and close dates matters more than optimistic volume.

## When to Use

- Weekly pipeline reviews
- Forecast calls and board reporting
- Deal coaching and stage progression
- Diagnosing conversion bottlenecks

## Core Practices

- Define stages with exit criteria, not vague labels
- Require next steps and close plans on active deals
- Inspect risks: single-threaded, no economic buyer, no timeline
- Separate commit / best case / pipeline categories honestly
- Track stage conversion rates and cycle time
- Clean stale deals ruthlessly

## Principles

- Hygiene is a leading indicator of forecast quality
- Hope is not a stage exit criterion
- Managers inspect process, not only outcomes
- Pipeline coverage targets should reflect real conversion math

## Verification

- [ ] Stages have clear exit criteria
- [ ] Forecast categories are evidence-based
- [ ] Stale and zombie deals are addressed