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Sales pipeline value shows the total potential revenue represented by open opportunities.
The formula is:
Sales pipeline value = opportunities x average deal size
For example, if a team has 90 opportunities and an average deal size of $3,200, pipeline value is $288,000.
Weighted pipeline applies expected win rate. At a 28% win rate, the weighted pipeline is $80,640.
Use the Sales Pipeline Calculator at /tools/sales-pipeline-calculator, then compare the result with pipeline coverage, pipeline velocity, deal size, close rate, and CAC.
How to calculate sales pipeline value
Learn how to calculate sales pipeline value and weighted pipeline value from opportunities and deal size.
The formula is:
Sales pipeline value = opportunities x average deal size
For example, if a team has 90 opportunities and an average deal size of $3,200, pipeline value is $288,000.
Weighted pipeline applies expected win rate. At a 28% win rate, the weighted pipeline is $80,640.
Use the Sales Pipeline Calculator at /tools/sales-pipeline-calculator, then compare the result with pipeline coverage, pipeline velocity, deal size, close rate, and CAC.
Sales Pipeline
Pipeline Coverage
Deal Size
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Useful tools
Sales Pipeline Calculator
Calculate sales pipeline value and weighted pipeline from opportunities, deal size, and win rate.
Deal Size Calculator
Calculate average deal size and revenue per customer from won revenue and deals.
Pipeline Velocity Calculator
Calculate sales pipeline velocity from opportunities, deal value, win rate, and sales cycle length.
Close Rate Calculator
Calculate close rate and decision win rate from opportunities, closed-won deals, and closed-lost deals.
CAC Calculator
Calculate customer acquisition cost from total sales and marketing spend and the number of new customers acquired.
Sales Pipeline Coverage Calculator
Calculate pipeline coverage ratio and weighted pipeline coverage against a revenue target.