Weighted pipeline formula in Excel or Google Sheets
Put the inputs in column B from row 2, then paste the formulas below. They work the same in Excel and Google Sheets.
| Cell | What | Value or formula | Example |
|---|---|---|---|
| B2 | Discovery stage value ($) | 400000 | 400000 |
| B3 | Discovery win probability (%) | 10 | 10 |
| B4 | Proposal stage value ($) | 300000 | 300000 |
| B5 | Proposal win probability (%) | 40 | 40 |
| B6 | Negotiation stage value ($) | 200000 | 200000 |
| B7 | Negotiation win probability (%) | 70 | 70 |
| B9 | Weighted forecast ($) | =ROUND(B2*B3/100+B4*B5/100+B6*B7/100,0) | 300000 |
| B10 | Total raw pipeline ($) | =B2+B4+B6 | 900000 |
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Frequently asked questions
- How do you calculate a weighted pipeline?
- Multiply the value in each stage by the probability of winning from that stage, then add the results. $400k × 10% + $300k × 40% + $200k × 70% is a $300,000 forecast.
- Where do stage probabilities come from?
- From your own history: of all deals that reached Proposal in the last year, what share were won? Default CRM percentages are rarely right for your team.
- Is a weighted pipeline accurate?
- It works well across many deals and badly on a few large ones. With a small pipeline, review the biggest deals one by one instead.
About the author
Abdessamad Ghanem
Customer Experience & Customer Success Consultant · Founder of Clarivoxx
Abdessamad Ghanem works across Customer Support, Sales, Customer Success, Account Management and Partner Management. He writes Clarivoxx Insights for B2B SaaS professionals who own retention, adoption and customer outcomes.