Sales Pipeline Review Workbook
$89.00
Track open sales opportunities by owner, stage, expected close date, and next action. Use a weighted pipeline review to understand which deals could contribute to upcoming sales and where follow-up is due.
Description
Excel sales pipeline and weighted forecast
Group open opportunities by expected close month and review whether their stage reflects recent buyer activity. Put deals without a confirmed next step back into the follow-up queue. Use the weighted forecast to review possible sales, then consult your cash flow forecast separately for when deposits or invoice payments might actually clear.
Inputs and reporting views
- Opportunity details. Deal name, owner, stage, and amount
- Timing. Expected close date and next contact date
- Weighted value. Amount multiplied by estimated stage probability
- Review status. Open, won, or lost opportunities
How to use it
- Enter the full deal value, stage, expected close month, and next contact. Review opportunities with missing or past dates so a stale proposal does not distort the sales outlook.
- Use stage probability to estimate the weighted value while keeping the full amount visible for planning. Review won and lost deals separately from open opportunities and assign an action for overdue follow-ups.
Worked example
Three opportunities worth $24,000
A $10,000 proposal at 40%, a $6,000 deal at 20%, and an $8,000 deal at 50% contribute $4,000, $1,200, and $4,000 respectively. The weighted total is $9,200.
A $10,000 opportunity at 40% contributes $4,000 to a weighted view. If the customer decision moves out a month, update the close date so the forecast reflects when the opportunity is likely to close.
Who it’s for
Small sales teams and solo business owners who manage opportunities through several conversations.
Frequently asked questions
What does weighted pipeline mean?
It estimates potential sales after applying a probability to each deal. Keep the original value visible for scope and delivery planning.
Does expected close date mean payment date?
The expected close date reflects a sales decision. Use separate collection assumptions to plan when funds may arrive.
Related workbook: Client Records and Follow-Up Workbook. For product or compatibility questions, contact CoreVision Media.
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