Sales Pipeline Forecaster
Estimate the revenue your open deals are likely to produce, and how far you are from your target.
How to use it
- For each stage, enter the number of open deals, the average deal value and your estimated win rate.
- Enter your sales target for the period.
- Review the weighted pipeline, coverage and the gap. Update the win rates as deals move forward.
Questions
What is a weighted pipeline?
A weighted pipeline multiplies each deal by the chance it closes, so early-stage deals count for less than late-stage ones.
What is pipeline coverage?
Coverage is total open pipeline divided by target. A common rule of thumb is about 3x, but the right level depends on your win rates and sales cycle.
Where should win rates come from?
Use your own history by stage where you have it. Rates from general benchmarks are only a starting point.
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