Forecast expected closes from your pipeline and real stage conversion rates, so revenue becomes something you can predict rather than hope for.
Apply your real stage conversion rates to the deals in each stage to produce a weighted forecast. Multiply each stage's value by its historical close rate, then sum the weighted column.
| Stage | Deals in stage | Total value | Historical close rate from this stage | Weighted forecast value |
|---|---|---|---|---|
| Early stage | ||||
| Mid stage | ||||
| Late stage | ||||
| Total expected to close |
A late stage deal with its criteria met is far more likely to close than an early one, so use your real conversion rates rather than optimism.
If the forecast falls short, you have a pipeline problem now, not at quarter end. A coverage gap routes to generation for more opportunities: revenue and lead generation.
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