5 Critical Mistakes in Sales Pipeline Management

1) Unclear stages: If the team can't tell the difference between "Quotation sent" and "Negotiation", the pipeline inflates. 2) Not cleaning stale opportunities: Force a lost-reason on anything older than 90 days. 3) Over-optimistic amounts: Teams mark every deal at 100%. Use probability-weighted forecasting. 4) No team visibility: Who visited which customer? Are notes shared? 5) Sales-to-Success handoff: Won customers must be handed over to a success team to avoid churn.