Free tool
Weighted sales forecast calculator
Your pipeline total is what you'd win if every deal closed. Your weighted forecast is what you're likely to win. Put in your open deals by stage to see both, and how far you are from target.
| Stage | Win chance % | Open deals | Total value £ | Weighted £ | |
|---|---|---|---|---|---|
How a weighted forecast works
Each open deal is multiplied by its chance of closing. A £10,000 deal at Proposal with a 40% chance counts as £4,000. Add them up and you get a forecast that allows for the deals you won't win.
- Pipeline coverage is your pipeline total divided by your target. Many sales teams aim for about three times their target, because most deals don't close.
- Set win chances from your own history. Of the deals that reached Proposal last year, how many did you win? Use that, not a guess.
- Clean out stale deals. A deal with no activity for months inflates both numbers. Close it as lost and the forecast becomes honest.
Let your CRM do the sums
SmartContact works out the weighted pipeline for you. Every deal has a stage, a value and an expected close date; each stage has a default win chance (new workspaces start with Qualification 10%, Proposal 40% and Negotiation 70%, the same as this calculator), and you can override it on any deal. You see open pipeline, the weighted forecast and what is due to close this month, by person or for the whole team. Free for up to 2 users.