Pipeline Analysis & Revenue Forecast
SalesIntermediate60 min
Scenario
Context: Q2 2025 Revenue Target = $2,800,000
You are a Sales Operations Analyst at Meridian Software.
The VP of Sales needs a pipeline health report before the quarterly business review.
The team is 7 reps across 4 regions selling 5 products. Last quarter missed target by 12%
Tasks
- 1.Calculate total weighted pipeline value and the pipeline coverage ratio vs the
- 2.$2,800,000 Q2 target
- 3.Identify the top performing rep by weighted value and the fastest closing rep —
- 4.they are different people
- 5.Find any deals that have gone stale (no activity in 21+ days) and calculate
- 6.the total value at risk
- 7.Calculate stage conversion rates and identify where deals are most likely to stall
- 8.Deliver a 300-word VP Sales briefing with your pipeline assessment and two
- 9.territory or coaching recommendations
Submission Requirements
- •Total weighted pipeline value and coverage ratio
- •Top rep by weighted value AND fastest closing rep (name both separately)
- •Total stale deal value at risk
- •Stage with the lowest conversion rate
- •Your VP briefing with two specific recommendations
- •Which AI tools you used and how
Dataset Actions
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Allowed Tools
AI Tools
ClaudeChatGPTSalesforce Einstein (if available)Notion AI
Analysis Tools
ExcelGoogle Sheets
Scoring Rubric
Calculation accuracy30 pts
Correct weighted value, coverage ratio, stale deal total
Rep analysis25 pts
Correctly identifies Sarah (value) AND Marcus (speed) as different leaders
Pipeline diagnosis25 pts
Identifies correct stall stage and stale deal risk
Communication20 pts
VP briefing is specific, data-driven, and actionable
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