Building a robust sales pipeline is essential to the success of your sales team. No matter how good your product is, or how effective your sales team is at closing deals, a weak or under-developed pipeline will prevent your numbers from being anywhere close to where they need to be. During the discovery process, your sales team uncovers key information that helps the rep determine the most appropriate strategy to move the lead through the pipeline (see: How to Improve Sales Discovery on the First Call). Sales management is limited to the rep’s subjective assessment of the probability of the opportunity closing and quite often this estimate is wrong. There is a process that will increase the accuracy of your pipeline forecasting.