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
Navigate to Opportunities
Select the desired pipeline
Click Analytics
Select Weighted Pipeline Summary
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
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
Pipeline
Assigned Agent
Estimated Close Date range
Show Won opportunities
Show Lost opportunities
Best Practices
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If stage probabilities are outdated or overly optimistic, weighted forecasts may become misleading.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
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
Enabling the Show Won toggle can provide additional context when comparing active pipeline against recently closed business.
Troubleshooting & Things to Consider
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
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
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
Won and Lost opportunities are excluded unless the corresponding toggle is enabled.
Archived opportunities are always excluded.
Drill Into Opportunities
Clicking any stage bar opens the Opportunities list filtered to that stage while preserving currently applied filters.