Glossary
Weighted pipeline
The value of your open deals, each multiplied by its chance of closing: a more sober figure for planning than the raw total.
The weighted pipeline is the value of your open deals, each multiplied by its chance of closing. A €10,000 deal at 60% counts for €6,000. Added up, it gives a more sober figure for planning than the raw total of the pipeline, which assumes everything closes.
The probability usually comes from the deal’s stage, and can be overridden deal by deal. It’s only as good as those probabilities, so compare them with your own stage-to-stage conversions once you have a few months of data. A default is a starting point, not a fact about your business.