What is a weighted pipeline forecast and how does Questlane calculate it?

A raw pipeline total can overstate revenue because it counts every open deal at full value. A weighted pipeline forecast applies the probability of each stage. A €10,000 deal in a 60% proposal stage contributes €6,000 to the forecast, while the same deal in a 20% qualified stage contributes €2,000.

Questlane lets you define your own stages and win probabilities. When deals move across the board, the forecast updates from actual stage events and deal values. This gives managers a more realistic view of expected revenue without manually maintaining a separate spreadsheet.

The forecast is most useful when paired with stage-to-stage conversion. If a stage has high volume but weak movement, the weighted forecast shows the revenue risk while the funnel view shows where the pipeline is slowing down.