Pipeline Value Calculator
Number of active, qualified deals currently in your pipeline
Average contract or deal value per opportunity
Your historical win rate — closed won deals ÷ total opportunities
Average number of days from opportunity creation to close (used for velocity)
Your monthly or quarterly revenue goal (optional — enables coverage ratio)
Sets the benchmark coverage ratio for health status
Enter Your Pipeline Data
Fill in the number of opportunities, average deal size, and win rate to calculate your weighted pipeline value, coverage ratio, and velocity.
So verwenden Sie diesen Rechner
Wählen Sie den einfachen oder den erweiterten Modus
Use Simple Mode for a quick three-field calculation using overall opportunities, deal size, and win rate. Switch to Advanced Mode to define individual pipeline stages — each with its own deal amount and close probability — for a more accurate weighted forecast that mirrors how CRMs calculate expected revenue.
Enter Your Pipeline Data
In Simple Mode, enter the count of qualified opportunities, your average deal size in dollars, and your historical win rate as a percentage. Add your sales cycle length in days to unlock pipeline velocity. In Advanced Mode, enter amounts and win rates for each stage. Click 'Load Defaults' to pre-fill the standard five-stage pipeline (Prospecting 10%, Qualification 25%, Proposal 50%, Negotiation 75%, Closing 90%).
Set a Revenue Target for Coverage Analysis
Enter your monthly or quarterly revenue target (quota) to see your pipeline coverage ratio. This tells you whether your weighted pipeline is sufficient to hit quota — a ratio of 3x means you have three dollars of expected pipeline for every dollar of quota. Select your industry segment to compare against the relevant benchmark (SaaS: 3–4x, Enterprise: 4–5x, SMB: 2–3x).
Ergebnisse überprüfen und exportieren
Examine the weighted pipeline value, coverage ratio and health status, pipeline velocity, goal-backward deal counts, and scenario analysis (best/most-likely/worst case). In Advanced Mode, the stage breakdown chart shows each stage's weighted contribution. Export results to CSV for CRM reporting or board presentations, or print a clean summary for team reviews.
Häufig gestellte Fragen
What is the difference between weighted and unweighted pipeline value?
Unweighted pipeline is the simple sum of all open deal values — it treats every deal as if it will certainly close, which always overstates expected revenue. Weighted pipeline multiplies each deal's value by its probability of closing, producing a realistic forecast of revenue you can actually expect to recognize. For example, a $100,000 deal at a 25% close probability contributes $25,000 to weighted pipeline. Most CRMs use weighted pipeline for revenue forecasting. Unweighted pipeline still has uses — it shows you the ceiling of potential revenue and how much business you have engaged — but for quota planning, weighted pipeline is the metric that matters.
What is a healthy pipeline coverage ratio?
Pipeline coverage ratio is your weighted pipeline value divided by your revenue target, expressed as a multiplier. A ratio of 3x means you have three dollars of expected pipeline for every dollar of quota. Most sales organizations target a minimum of 3x coverage at the start of a quarter. Industry benchmarks vary: SaaS companies typically maintain 3–4x because deals frequently slip quarters; enterprise sales teams carry 4–5x due to long and unpredictable cycles; mid-market B2B targets 2.5–4x; high-velocity SMB teams often manage with 2–3x. Below 1x coverage means it is mathematically impossible to close enough to hit quota.
How is pipeline velocity calculated?
Pipeline velocity measures the daily rate at which revenue flows through your pipeline. The formula is: Pipeline Velocity = (Number of Qualified Opportunities × Average Deal Size × Win Rate) ÷ Sales Cycle Length in Days. The result is daily revenue generation. Multiply by 30 for monthly velocity, by 90 for quarterly. For example, if you have 20 deals averaging $25,000 each with a 25% win rate and a 60-day cycle, your daily velocity is (20 × $25,000 × 0.25) ÷ 60 = $2,083 per day, or about $62,500 per month. Improving any of the four inputs increases velocity.
What pipeline stage probabilities should I use?
The most accurate probabilities come from your own historical data — divide closed-won deals by total opportunities that reached each stage. If you lack this data, standard industry defaults are a reasonable starting point: Prospecting 10%, Qualification 25%, Proposal 50%, Negotiation 75%, and Closing / Contract Sent 90%. These defaults are widely used across CRM platforms and sales methodology frameworks. For more accuracy, segment your win rates by deal size, market segment, and sales rep. Probabilities should be reviewed quarterly and updated as market conditions or your sales process changes.
How do I use the goal-backward calculation?
The goal-backward analysis answers a critical planning question: given my revenue target, how many deals and qualified opportunities do I need right now? Enter your revenue target and the calculator computes deals needed to close (Target ÷ Average Deal Size) and the total qualified opportunities required (Deals Needed ÷ Win Rate). It also shows the optimal total pipeline needed to maintain the industry benchmark coverage ratio for your segment. Use this output to drive weekly prospecting targets, set SDR quotas, and determine whether you need to accelerate existing deals or build more top-of-funnel pipeline.
What is scenario analysis and when should I use it?
Scenario analysis models three versions of your pipeline outcome: best case (+20% on weighted value), most likely (the base calculation), and worst case (-30% on weighted value). Best case applies if close rates improve due to strong market conditions, deal acceleration, or competitive advantages. Worst case reflects slippage, lost deals, or economic headwinds. Use scenario analysis in quarterly planning sessions, board presentations, and budget reviews. It helps leadership understand the revenue range, not just a single-point forecast, enabling better hiring, spend, and capacity decisions. Most RevOps teams present all three scenarios to their CFO and CEO.