Weighted Pipeline

What is Weighted Pipeline?

Weighted Pipeline is a method of forecasting revenue by multiplying the value of each sales opportunity by the probability of it closing. This probability is usually based on the deal’s current stage in the sales process.

Why It Matters

• It provides a more realistic and conservative revenue forecast than simply looking at the total pipeline value.

• It helps sales managers identify which deals are most likely to close and where to focus their coaching efforts.

• It allows for better resource planning and budgeting based on expected future cash flows.