Weighted Pipeline Calculator
Design the questions that qualify an opportunity on value rather than assumption, then calculate your weighted pipeline and coverage ratio against the monthly revenue target. The minimum coverage is three times — genuine, qualified opportunities.
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Value-based question sheet
Most businesses sell what they do: they describe services, explain process, and compete on price. Value-based selling means understanding and quantifying the client's commercial problem instead. There is no script. These are the questions that must be answered for every opportunity before it counts as real. Keep the set short and usable, and agree it across the business. If you are missing these insights you are making assumptions, and assumptions kill good deals.
Current pipeline
Every deal, its value, and the probability of its current stage. Weighted value = value × probability.
| Deal | Value (£) | Stage probability | Weighted (£) |
|---|
