As discussed in KPIs 101: How Much Can Your Business Improve?, every quantifiable Key Performance Indicator that has ever been devised falls into the following categories: Size - how big is the deal? Number of - how many deals are on the table? Velocity - how fast does the deal take to work through? Capacity - how many deals can we actually do? Statistics - averages, conversion rates, ratios, standard deviations, skew, correlation etc. etc. etc. If you use them together, you can quickly work out how much your business can improve. Today we will discuss #2: How Many Deals Are On The Table? This is commonly called a pipeline, and it directly determines how fast you can possibly go. The key wit