Sales & marketing · Calculator companion · By K Imports
Weighted sales pipeline: practical guide
This guide explains how to use the Count.ie weighted sales pipeline. Apply stage win probabilities to the value of open opportunities. Follow the inputs, method and worked example below, then compare your own scenario.
Guide written .
Open the Weighted sales pipeline calculatorWhat to prepare
- Define the event, conversion, customer and attribution period before collecting data.
- Use spend and outcomes from the same reporting window.
- Distinguish revenue, contribution profit, recurring revenue and customer lifetime assumptions.
Understand the inputs
The calculation method
Weighted forecast = sum of stage value × stage win probability.
Worked example
Illustrative inputs and their result.
Example inputs
- Prospect-stage value (€)
- 100000
- Prospect win probability (%)
- 10
- Qualified-stage value (€)
- 80000
- Qualified win probability (%)
- 25
- Proposal-stage value (€)
- 60000
- Proposal win probability (%)
- 50
- Negotiation-stage value (€)
- 40000
- Negotiation win probability (%)
- 75
Calculated example result
- Weighted Forecast
- €90,000.00
- Pipeline Value
- €280,000.00
- Weighted Probability Percent
- 32.14%
How to interpret the result
A marketing metric depends on its attribution and cost definitions. A favourable ratio is not proof that advertising caused every sale or that future customers will behave the same way.
Compare campaigns with the same attribution window and outcome definition. Test a lower conversion rate or shorter retention period before extrapolating a promising result.
Common mistakes to avoid
- Do not double-count a customer or conversion reported by multiple channels.
- Revenue is not the same as profit available to fund acquisition.
- Small samples and changing cohorts can produce unstable comparisons.
Assumptions and sources
Each opportunity must appear in one stage only. Use historic probabilities and consider deal timing and correlated outcomes separately.
If your case falls outside this scope, use a more suitable calculator or contact us about an unclear method.