A weighted pipeline is a sales forecasting model that assigns a probability to each deal based on its stage in the sales process. Instead of treating all open opportunities as equally likely to close, it calculates expected revenue by multiplying each deal’s value by its likelihood of closing.

For example, a $20,000 deal at a 30% probability of closing would have a weighted value of $6,000.

This method provides a more realistic forecast and helps prioritize high-probability deals over those that are less mature or at risk.

Formula:

Weighted value = Deal size × Probability of closing