B2B chief sales officers (CSOs) are increasingly being asked to build a predictable and consistent sales engine that ensures the long-term health of the business. A spectrum of metrics, including pipeline coverage ratios, conversion rates, and win rates, can help CSOs improve and maintain the health of the pipeline. Top-down pipeline health management reduces the risk of missing quarterly revenue targets and increases the ability to manage discounts or concessions offered late in a quarter. In this report, we identify pipeline health management processes that CSOs must lead to deliver predictable, consistent, lasting business results.