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Pipeline & funnel
Weighted pipeline
Each open opportunity's value multiplied by its stage's historical win probability, summed. An expected value of the pipeline rather than its face value.
Owned by: Sales analystTest band: Sales analyst
The formula
Weighted pipeline = Σ (Opportunity value × Stage probability)
In practice
Use historical conversion by stage as the weight, never the rep's confidence. Weighted pipeline is a forecast input, not the forecast.
The kind of thing the test asks
- The weights in a weighted pipeline should come from…
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