Opportunities Analytics
Weighted Pipeline Summary
Overview
Section titled “Overview”The Weighted Pipeline Summary provides a real-time view of your pipeline’s total value compared to its weighted value based on sales stage probability.
This analytic helps teams quickly evaluate both pipeline size and forecast confidence.
How to Access Weighted Pipeline Summary
Section titled “How to Access Weighted Pipeline Summary”- Navigate to Opportunities
- Select the desired pipeline
- Click Analytics
- Select Weighted Pipeline Summary
What You’ll See
Section titled “What You’ll See”The Weighted Pipeline Summary includes:
- Total pipeline amount
- Weighted pipeline amount
- Pipeline totals grouped by sales stage
- Side-by-side comparisons of raw vs. weighted values
Weighted values are calculated using the probability assigned to each sales stage within the selected pipeline.
How Weighted Pipeline Summary is Used
Section titled “How Weighted Pipeline Summary is Used”Teams commonly use this analytic during:
- Weekly pipeline reviews
- Forecasting conversations
- Sales coaching sessions
- Pipeline health checks
Managers often use this report to:
- Review overall pipeline health
- Compare pipeline confidence across agents
- Identify stages holding the largest opportunity value
- Spot pipelines heavily weighted toward early-stage opportunities
- Drill into specific stages for coaching conversations
Because the report compares raw pipeline value against weighted pipeline value, it can quickly surface forecast risk within the pipeline.
Available Filters
Section titled “Available Filters”- Pipeline
- Assigned Agent
- Estimated Close Date range
- Show Won opportunities
- Show Lost opportunities
Best Practices
Section titled “Best Practices”Review Stage Probabilities Regularly
Section titled “Review Stage Probabilities Regularly”Weighted values are only as accurate as the probabilities configured on your sales stages.
If stage probabilities are outdated or overly optimistic, weighted forecasts may become misleading.
Use Date Filters Intentionally
Section titled “Use Date Filters Intentionally”Leaving the Estimated Close Date filter blank provides a full pipeline view.
Applying a date range limits the report to opportunities expected to close within that timeframe.
Include Won Opportunities for Historical Context
Section titled “Include Won Opportunities for Historical Context”Enabling the Show Won toggle can provide additional context when comparing active pipeline against recently closed business.
Troubleshooting & Things to Consider
Section titled “Troubleshooting & Things to Consider”My Pipeline Total Looks Lower Than Expected
Section titled “My Pipeline Total Looks Lower Than Expected”Check the following:
- Won opportunities may be hidden
- Lost opportunities may be hidden
- Archived opportunities are always excluded
- A date range filter may be excluding opportunities without an Estimated Close Date
My Weighted Amount Seems Incorrect
Section titled “My Weighted Amount Seems Incorrect”Weighted values are based entirely on the probability configured for each sales stage within the pipeline settings. If weighted totals appear inaccurate, review your pipeline stage probabilities.
Estimated Close Date is Optional
Section titled “Estimated Close Date is Optional”By default, this analytic includes all active opportunities, even if they do not have an Estimated Close Date.
If a date range filter is applied, opportunities without an Estimated Close Date are excluded from the report.
Won and Lost Opportunities Are Hidden by Default
Section titled “Won and Lost Opportunities Are Hidden by Default”Won and Lost opportunities are excluded unless the corresponding toggle is enabled.
Archived opportunities are always excluded.
Drill Into Opportunities
Section titled “Drill Into Opportunities”Clicking any stage bar opens the Opportunities list filtered to that stage while preserving currently applied filters.