How to measure weighted pipeline: what your open deals are likely to close

Add up the open deals at each stage. Multiply each stage's total by the share of deals that go on to win from there. Then add the stages together.

Worked example, with made-up figures: your team has S$400,000 of open deals.

• First meeting: S$200,000 x 10% = S$20,000
• Proposal: S$120,000 x 35% = S$42,000
• Negotiation: S$80,000 x 60% = S$48,000

Weighted pipeline value is S$110,000. Against a S$100,000 target for the month, that's only just enough, even though S$400,000 looks like four times what you need.

A sheet is enough if you don't run a system for this: one row per open deal, with its stage, value and close date. The sales forecast template weights each row for you.

Take the deals that reached each stage in the last six months and have since been won or lost. The share that won is that stage's rate. If 20 deals reached proposal and 7 of them won, the proposal rate is 7 / 20 = 35%.

Use your own rates. Coefficient's guide uses 60% for a proposal in its example, and CaptivateIQ's uses 70%. Put 60% into the example above and proposal counts for S$72,000 instead of S$42,000, so your weighted figure runs S$30,000 high.

Few closed deals at a stage make a jumpy rate. If you have under 20, go back 12 months.

Worked example, with the same made-up figures: S$400,000 / S$100,000 is 4x coverage. Weighted, it's S$110,000 / S$100,000, or 1.1x.

Coverage says whether there's enough in play. To find what you need, divide 1 by your win rate from the point you start counting, so a team that wins 25% of its opportunities needs 4x.

CaptivateIQ's warning is the one to keep in mind: if reps don't update deals or overestimate their chances, the forecast looks stronger than it is. It usually happens in one of these ways:

• A deal with no reply in a month still counts until someone takes it out.
• Deals marked for this month slide into next month one at a time, and the total doesn't warn you.
• A stage rate is someone's guess, so the weighted figure runs high every month.
• One large deal carries the total. A S$80,000 deal at 60% adds S$48,000, but it will close at S$80,000 or at nothing.

Worked example, with the same made-up pipeline: one S$50,000 deal in negotiation hasn't replied in five weeks. Take it out and negotiation drops to S$30,000, which weights to S$18,000. Weighted pipeline falls from S$110,000 to S$80,000, and the month is S$20,000 short.

No outside figure can set this. The pipeline you need comes from your own target and win rate. Good is a weighted figure for the month at or above what's still left to close, built only from deals with a recent contact and a close date in that month.

Palby Sales Tracker doesn't work out pipeline value, and it doesn't work out dollars. That number lives in your sales records. It counts what feeds it: each call, meeting and proposal is one tap, and the board moves within seconds. A thin week of meetings shows while the week can still change.

• Coefficient, How to build and track weighted sales pipeline, published 2 June 2025, read 2 November 2026
• CaptivateIQ, What is pipeline forecasting, read 2 November 2026