Forecast your expected sales using a weighted pipeline

You can set an estimated probability against every deal stage in your deal pipelines. This enables sales managers to forecast expected sales based on the win probability of deals in their pipeline.

Good to know

🚀 Step 1: Show estimated revenue by stage

By default, the estimated revenue by stage is deactivated. To activate it:

  1. Go to Deals > Settings > Pipelines settings.
  2. Go to the Estimated Revenue tab.
  3. Toggle Show estimated revenue for each stage in the Estimated revenue per stage weighted by win probability section.
    sales_toggle-stage-probability_EN-US.png

You can now set up a weighted pipeline and forecast sales based on win probability.

💰 Step 2: Set up a weighted pipeline

A weighted pipeline uses win probability to estimate your future revenue. Win probability refers to the confidence in winning a deal at a specific stage. As a deal progresses through the pipeline, its win probability should increase. Win probability can be assigned to a deal stage using any value between 0% and 100%.

To add a win probability to your deal stages:

  1. Go to Deals > Settings > Pipelines settings.
  2. Go to the Pipelines tab.
  3. Under Pipelines, click the pen icon icon-pen.png next to the pipeline for which you want to add a win probability.
    sales_edit-delete-pipeline_EN-US.png
  4. Under Stages, specify a win probability between 0% and 100% for each stage.
    sales_stages-weight_EN-US.png
  5. Click Save.

🔭 Step 3: Forecast sales based on win probability

In any given deal stage, only a fraction of deals converts successfully. By factoring in this probability for every deal stage, revenue from individual stages can be estimated realistically.

For example, let’s consider a deal stage called Qualifying. At this stage of the deal cycle, the probability of winning the deal is only 15%. Now, let's consider that you have 5 deals in this stage, each respectively worth $20000, $10330, $4400, $2300, and $1500. The total deal value from this stage is $38530.

However, the expected deal value from this stage will be calculated on the basis of the deal stage probability (15%). Therefore, the expected revenue from this stage will be 15% off $38530 = $5779.50.

You can view the estimated revenue for each stage from the Cards view:

mceclip1.png

To view the total amount of a stage, hover over the information icon i_icon_EN.png next to Est. revenue:

mceclip2.png

⏭️ What's next?

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