Most sales leaders are obsessed with the sales pipeline. They also typically place on marketing the imperative of generating leads to fill the pipeline onto marketing departments. Many sales leaders do not use a consistent methodology to track, measure, and value their pipelines. Often the difference between a lead and a qualified opportunity becomes blurred and pipeline values routinely become overstated. By implementing some basic best practices you can establish pipeline standards that are understood by the entire organization and give you the greatest visibility of your real pipeline value.