High-Ticket Sales Funnel & Pipeline
Lead qualification score, pipeline stages, deal tracker and revenue forecast for one-call-close or booked sales.
Written against
- · Personal Information Protection and Electronic Documents Act (federal)
- · Canada's Anti-Spam Legislation (CASL)
- · Consumer Protection Act, 2002 (Ontario)
- · Competition Act — misleading representations, drip pricing, substantiation
1. Lead scoring
Book calls at 60+ only. Below 60, send a resource and nurture.
| Criterion | Weight | Scoring |
|---|---|---|
| Budget fit | 30 | Above range 30 / in range 20 / below 0 |
| Urgency | 25 | Now 25 / this quarter 15 / someday 0 |
| Decision authority | 20 | Sole 20 / shared 10 / none 0 |
| Problem severity | 15 | Costing money now 15 / annoying 5 |
| Fit with offer | 10 | Ideal 10 / adjacent 5 / no 0 |
2. Pipeline stages
- · 1. Lead captured · 2. Qualified (60+) · 3. Call booked · 4. Call held · 5. Proposal sent · 6. Negotiation · 7. Won · 8. Lost
- · Every stage has an owner, a required action and a maximum time in stage
- · Any deal stalled beyond its stage limit is either advanced or closed-lost — no phantom pipeline
3. Deal tracker fields
- · Company / name · Source · Score · Stage · Deal value (CAD, excl. HST) · Probability · Expected close date
- · Last contact · Next action · Next action date · Objection · Notes
4. Forecast
| Stage | Probability | Weighted value |
|---|---|---|
| Call booked | 20% | Value × 0.2 |
| Call held | 40% | Value × 0.4 |
| Proposal sent | 60% | Value × 0.6 |
| Negotiation | 80% | Value × 0.8 |
5. Conversion benchmarks
| Step | Healthy rate |
|---|---|
| Application → qualified | 40–60% |
| Qualified → call booked | 70%+ |
| Booked → held (show rate) | 70–85% |
| Held → proposal | 50–70% |
| Proposal → won | 25–40% |
6. Data handling
- · Collect only the personal information you need to sell and deliver; state the purpose at collection (PIPEDA)
- · Store lead data in a controlled CRM with access limits, not in personal spreadsheets or DMs
- · Honour deletion requests and unsubscribe requests promptly
- · Keep signed agreements and proposals for at least six years
This template is provided for general business use and reflects Ontario and federal Canadian requirements as commonly applied. It is not legal, tax or clinical advice. Confirm current requirements with Ontario.ca, your local public health unit or municipality, the Ministry of Labour, Immigration, Training and Skills Development, the CRA, WSIB and your professional regulator, and have high-risk documents reviewed by a licensed Ontario lawyer or accountant before use.