Pipeline metrics: win rates, stage conversion, cycle time and CRM data quality
Sales dashboards are full of rates, and every rate depends on what it divides by. Define win rate and stage conversion precisely, use cohorts so open deals don't flatter or punish the figures, measure cycle time with the median, use pipeline velocity with its assumptions, and fix CRM data before anyone forecasts from it.
- Level
- Intermediate
- Length
- About 60 minutes
- Contents
- 3 lessons · 1 video · final exam
- Status
- Published · updated 1 Oct 2026
Skills you'll practise
- Calculate win rate with a stated denominator and explain the difference between cohort and period win rates
- Calculate stage-to-stage conversion from a closed cohort and identify the weakest stage
- Use the median sales cycle and explain when an average misleads
- Calculate pipeline velocity from stated inputs and list its assumptions
- Find stale, incomplete or inconsistent CRM records and fix them before reporting
- Recognize when a rate rests on too few deals to compare
Course outline
- 1.Pipeline metrics you can trustVideo · 2 min
- 2.Win rate: say what you divided byLesson · 16 min
- 3.Stage conversion, cycle time and velocityLesson · 16 min
- 4.CRM data quality before reportingLesson · 15 min
- 5.Pipeline metrics: win rates, stage conversion, cycle time and CRM data quality: knowledge checkKnowledge check · 22 questions
- 6.The forecast call: commit or not?Scenario
- 7.Final exam12 questions · passing it completes the course, so people who already know the material can test out
Sources it draws on
The lessons and questions are written from these references, so learners can go back to the original.
- General marketing and sales practice (starter content; have a subject expert review it)
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