When to Use This
You want to see how many accounts you have at each stage of the sales process
You need to understand how much money is pending in your pipeline
You want to identify accounts that might be stuck or at risk
You're trying to forecast your upcoming earnings
You want to track your overall sales health and performance
What Is a Sales Pipeline?
A sales pipeline is a visual way to see all your accounts organized by where they are in the process, from initial sale to full completion. Think of it like a funnel:
At the top, you have new sales that just came in
In the middle, you have accounts being worked on (pending installation or service)
At the bottom, you have completed accounts that have fully finished
The pipeline helps you understand:
How many accounts are waiting to complete
How much potential money is in your pipeline
Which accounts might need follow-up
Your overall success rate at converting sales to completions
Viewing Your Pipeline in Sequifi
From the My Sales Tab
Log in to Sequifi. You'll land on your dashboard after signing in.
Click on "My Earnings" in the left-hand menu. This expands to show three subtabs.
Click on "My Sales." Your pipeline information is displayed on this page.
Review the summary metrics at the top. You'll see key pipeline numbers including:
Accounts in Pipeline – Total number of accounts not yet complete
Pending Value – The projected dollar amount of your pending accounts
Look at the account status overview. The circle graph shows how your accounts are distributed across different statuses:
Installed or serviced (complete)
Pending (in progress)
Canceled (didn't complete)
Check your service ratio. This percentage tells you how many of your sold accounts have successfully completed. A higher ratio means your pipeline is healthy.
Understanding Pipeline Metrics
Here's what the key pipeline numbers mean:
Accounts in Pipeline This is the count of accounts that have been sold but haven't fully completed yet. These accounts are "in progress" and represent potential future earnings.
Pending Value This is the total projected earnings from all your pending accounts. It's shown in light blue because it's a projection, not guaranteed money. The actual amount you receive depends on which accounts complete and whether any cancel.
Projected Commissions The estimated commissions you'll earn once pending accounts complete. This gives you an idea of what's coming, but remember it can change if accounts cancel or values are adjusted.
Projected Overrides If you earn overrides on other people's sales, this shows the estimated override earnings from accounts still in the pipeline.
Total Projected Payout The combined total of all projected earnings, including commissions and overrides, from accounts not yet complete.
Pipeline Health Indicators
Your pipeline health is shown through the account status breakdown and service ratio.
Service Ratio / Install Ratio This percentage shows what portion of your sold accounts have successfully completed. For example:
90% service ratio means 9 out of every 10 accounts you sell complete successfully
70% service ratio means 3 out of every 10 accounts don't make it to completion
A higher ratio is better. It means more of your sales are turning into actual earnings and fewer are canceling.
Status Distribution The circle graph shows how your accounts are spread across statuses. A healthy pipeline typically has:
A good portion of completed accounts (showing your track record)
Some pending accounts (showing active work in progress)
Minimal canceled accounts (showing quality sales)
If you see a large portion of canceled accounts, it may indicate issues with lead quality, customer follow-up, or other factors worth addressing.
Tracking Accounts Through the Pipeline
Accounts move through your pipeline as they progress from sale to completion. Here's the typical flow:
Stage 1: Sold / New The account enters your pipeline when the sale is made. At this point:
It counts toward your "Accounts in Pipeline" number
The projected value is added to your "Pending Value"
You typically haven't been paid yet
Stage 2: Pending / In Progress The account is being worked on. Installation is scheduled or service is underway. At this point:
It's still in your pipeline
You may receive partial payment (M1) when initial milestones are hit
The remaining value stays in your projections
Stage 3: Installed / Serviced / Complete The account is fully finished. At this point:
It exits your pipeline (no longer "pending")
You receive your final payment (M2 or completion pay)
The earnings move from "projected" to "actual" on your pay stub
Alternative: Canceled If an account cancels at any stage:
It exits your pipeline
The projected value is removed
If you were already paid, you'll experience a clawback
Viewing Pipeline Details
To see which specific accounts are in your pipeline:
Go to "My Earnings" then "My Sales."
Scroll down to the customer info section. This lists all your accounts.
Look at the milestone status column. Accounts that aren't complete will show statuses like "Pending," "M1," or "Initial Service."
Filter by status if needed. Use the filter options to show only pending accounts if you want to focus on your active pipeline.
Click on any PID to see full details. This shows you exactly where that account stands and what milestone dates have been recorded.
Using Pipeline Data to Forecast Earnings
Your pipeline helps you estimate future income. Here's how to use it:
Short-term forecasting Look at accounts that are close to completion (already at M1 or initial service). These are likely to complete soon, and the earnings should appear on upcoming paychecks.
Longer-term forecasting Look at newer accounts that just entered the pipeline. These will take longer to complete, so factor in the typical timeline for your industry.
Adjust for cancellations Use your service ratio to estimate how many pending accounts will actually complete. If your ratio is 80%, assume about 20% of your pending value might not materialize.
Example calculation:
Pending value: $10,000
Service ratio: 80%
Realistic expectation: $8,000
This isn't exact, but it gives you a more realistic picture than assuming all pending accounts will complete.
Tips and Common Mistakes
Projected earnings aren't guaranteed. The pending value in your pipeline is an estimate. Accounts can cancel, values can change, and timelines can shift. Don't spend money you haven't actually received yet.
Monitor accounts that seem stuck. If an account has been pending for a long time without moving forward, follow up with your manager or operations team. Stuck accounts are at higher risk of canceling.
A healthy pipeline has accounts at multiple stages. If all your accounts are new with none completing, you might have a bottleneck. If you have no new accounts coming in, your future pipeline is empty.
Service ratio is a key health metric. Track this number over time. If it's declining, figure out why. Are you selling to less qualified customers? Are there operational issues causing cancellations?
Use your pipeline to stay motivated. Seeing the projected value of your pending accounts can be encouraging. It shows you the potential reward for the work you've already done.
Clean pipelines lead to better forecasting. If you know an account is definitely going to cancel, let your manager know so it can be updated. Keeping your pipeline accurate helps you plan better.
What to Do Next
Now that you understand the sales pipeline, explore these related topics:
Understanding Account Status – Learn what each status means in detail
Account Details & Milestones – See how to view specific account information
Viewing Your Sales (My Sales Tab) – Review all your accounts
Checking Pending Pay – See earnings from accounts ready to pay out
If you have questions about your pipeline or need help understanding your projected earnings, reach out to your manager or our support team and we'll be happy to assist!