Turn pipeline into a confident quota forecast. Compare scenarios using win rates and timing. Download clean summaries for weekly reviews.
Use this as a reference format for your CRM export.
| Opportunity | Stage | Amount | Probability | Expected | Owner |
|---|---|---|---|---|---|
| Acme Renewal | Negotiation | 35,000 | 80% | 28,000 | AM Team |
| Northwind Expansion | Proposal | 50,000 | 45% | 22,500 | R. Khan |
| Contoso New Logo | Discovery | 70,000 | 20% | 14,000 | S. Ali |
| Globex Upsell | Qualification | 25,000 | 30% | 7,500 | N. Noor |
Quota forecasting works best when inputs match CRM definitions. Set quota to your fiscal target and months to the review window. Closed‑won should include only booked revenue in‑period, while carryover should reflect signed or committed revenue awaiting recognition. Calculate average win rate from recent quarters of similar deals, segmented when needed. Use cycle days as the median time from creation to close to avoid outlier distortion. Reconcile amounts against your CRM currency and reporting rules monthly.
Pipeline becomes actionable when weighted by stage probability. Enter each stage’s total open amount and the probability used in your pipeline rules. The calculator multiplies amount by probability to estimate expected revenue per stage and then totals it. If your CRM uses forecast categories, map them to stable probabilities, for example 15% for early discovery, 50% for proposal, and 80% for late negotiation, tuned to historical conversion.
Weighted pipeline can overstate near‑term attainment when cycle times exceed the window. The timing factor reduces expected revenue when average cycle days are longer than the period. Seasonality captures demand patterns such as budget flush months or holiday slowdowns; use 1.00 as neutral and adjust modestly. Capacity reflects ramp, territory coverage, and planned PTO. Together, these adjustments translate pipeline into a forecast that reflects constraints. Document the chosen factors so stakeholders understand changes week to week.
Coverage compares gross pipeline to remaining quota after closed‑won and carryover. Many teams aim for 2.0× to 3.0× coverage, but the right level depends on win rate and deal variability. The risk score summarizes two drivers: expected attainment and coverage strength. Use it to frame forecast conversations, then validate stage mix, close dates, and next steps. Risk usually improves by generating earlier pipeline, not by discounting late.
Refresh inputs weekly from your pipeline snapshot and keep probabilities consistent. Monitor attainment and coverage trends to spot slippage early. Use CSV exports for spreadsheets and PDF exports for leadership summaries. Pair this calculator with hygiene checks: stalled stages, missing next steps, and close dates outside the window. Strong data quality raises the reliability of every forecast you share. Add notes on assumptions in the review deck.
It is the sum of closed‑won, carryover, and adjusted expected pipeline. Adjusted expected pipeline applies probability weighting plus timing, seasonality, and capacity factors to estimate in‑period revenue.
Use historical conversion by stage from your CRM. Keep probabilities stable for at least a quarter, then recalibrate after process changes. Avoid inflating probabilities to “make the number.”
If average cycle days exceed your forecast window, fewer deals realistically close in time. The timing factor dampens expected revenue to reflect longer conversion timelines.
Many teams target 2.0×–3.0× coverage on remaining quota, but the right range depends on win rate and deal-size variance. Compare coverage against your past attainment outcomes.
Yes. Run separate scenarios by changing capacity and pipeline inputs, or combine pipelines into one view. For rollups, keep win rate and probabilities consistent across contributors.
Use the CSV to paste totals into spreadsheets and trend trackers. Use the PDF for consistent snapshots in weekly forecast calls, especially when sharing outside the sales org.
Important Note: All the Calculators listed in this site are for educational purpose only and we do not guarentee the accuracy of results. Please do consult with other sources as well.