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Forecasting
Pipeline and bookings forecasting
Forecasting revenue from the sales pipeline: each opportunity's value weighted by its stage probability, plus what is already booked and scheduled to be recognised.
Owned by: Senior analystTest band: Senior analyst
The formula
Weighted pipeline = Σ (Deal value × Stage probability)
In practice
Weighted pipeline is a statistic, not a promise. Track the historical win rate by stage and use that, not the rep's optimism.
The kind of thing the test asks
- Weighted pipeline is $900k against a $600k quarterly target. The right read is…
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