Sales Pipeline Calculator

How to use it

Four numbers and your current pipeline. Everything recalculates as you type, so there is nothing to submit.

• Monthly revenue target: what you need to close each month.
• Average sales cycle: how many days a deal takes from first conversation to signature.
• Days per month: the working days the model spreads that over. Thirty is a reasonable default.
• Overall close rate: the share of qualified opportunities that become deals.

Then set the weighting for each pipeline stage and enter what you are holding there today. The weighting is the share of deals at that stage that historically close.

What it tells you

• Weighted pipeline you need: the target multiplied by your sales cycle, spread over the month. This is what has to be in play at any moment to land the number.
• Raw pipeline floor: the same figure grossed up for the deals that will not close.
• Required coverage: how much raw pipeline you need per pound of monthly target.
• Where you stand: what you are holding, as a share of what the target needs.

The verdict is on track when weighted pipeline covers the target, at risk within a fifth of it, and off track below that. A gap you can close inside one cycle looks very different from one you cannot.

A note on the numbers

The model is only as good as the close rate you give it. If you are guessing, guess low: a pipeline built on an optimistic close rate looks healthy right up until the month ends.