Sales Pipeline Calculator
Calculate weighted pipeline value by stage, determine pipeline coverage against quota, and see how much pipeline is needed to hit target.
Formula & Reference
| Variable | Symbol | Formula | Units |
|---|---|---|---|
| Sales Pipeline Calculator | — | Weighted value = Σ(stage value × stage probability); coverage = pipeline / quota | currency and ratio |
Step-by-Step Examples
Discovery 400,000 at 10%, qualified 260,000 at 30%, proposal 180,000 at 55%, negotiation 95,000 at 80%, quota 250,000.
- Weighted = 40,000 + 78,000 + 99,000 + 76,000 = 293,000
- Total unweighted = 935,000
- Unweighted coverage = 3.74×, weighted = 1.17×
- Above the 3× benchmark
Discovery 120,000 at 10%, qualified 90,000 at 30%, proposal 60,000 at 55%, quota 200,000.
- Weighted = 12,000 + 27,000 + 33,000 = 72,000
- Total = 270,000, coverage 1.35×
- Well below the 3× benchmark — 330,000 more pipeline needed
Discovery 50,000 at 10%, negotiation 300,000 at 80%, quota 250,000.
- Weighted = 5,000 + 240,000 = 245,000
- Coverage only 1.40× unweighted but weighted nearly covers quota
- Strong near-term outlook, weak future pipeline
Real-World Applications
Common Mistakes to Avoid
Total open pipeline vastly overstates expected revenue. Stage probabilities exist precisely because most early-stage deals never close.
Probabilities should come from historical stage-to-close conversion data, not from optimism or sales manager preference.
Healthy pipeline has volume across all stages. Late-stage concentration means the quarter after next is already in trouble.