GTM Pipeline Gap Analyzer

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1. What is your current pipeline coverage ratio relative to your quarterly revenue target? *

Less than 2x our target — we are clearly short on pipeline (1 point)
2x – 3x our target — it feels tight but we’re working it (2 points)
3x – 5x our target — we have solid coverage with a healthy buffer (3 points)
5x or more — pipeline is abundant; our challenge is quality, not quantity (4 points)

2. How rigorously are opportunities qualified before entering your active pipeline? *

No formal criteria — reps add anything that shows even minor interest (1 point)
Basic criteria exist (budget, timeline) but are inconsistently applied (2 points)
A documented framework (e.g. BANT, MEDDIC) is used but not enforced (3 points)
Qualification is gated, scored, and reviewed in every pipeline call (4 points)

2. win you

3. What percentage of your active pipeline deals are stalled (no movement in 14+ days)? *

4. How does your team currently forecast pipeline and predict quarterly revenue? *

Gut feel and end-of-quarter heroics — no structured process (1 point)
We use CRM stage probability but it’s rarely updated accurately (2 points)
We run weekly pipeline reviews with a commit / best-case / upside model (3 points)
AI-assisted forecasting with real-time signals, deal scores, and CRM hygiene enforced (4 points)

5. How well do you understand WHY you win and lose deals? *

We don’t track losses — deals just go quiet and we move on (1 point)
Reps log a loss reason in CRM but it’s rarely reviewed (2 points)
We conduct informal post-mortems for big deals won or lost (3 points)
Structured win/loss interviews are run, analysed, and fed back into coaching & messaging (4 points)

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