Sales pipeline calculator
Turn your open deals into a weighted forecast, see the gap to your target, or work backward from the target to the pipeline, opportunities and leads you need. Coverage is based on your own win rate, not a fixed 3x rule. Free, no sign-up, nothing leaves your browser.
Made by Anatolii Ulitovskyi 
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- Won and lost views to measure your win rate
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The method
How the sales pipeline calculator works
Two questions, two modes: what will my pipeline bring, and how much pipeline do I need.
Forecast my pipeline multiplies the value of open deals in each stage by the chance that a deal in that stage is won, adds what you have already won and compares the total with your target. If there is a gap, it shows how many new opportunities at your win rate and average deal value would close it.
Pipeline I need works backward from the target. It also shows how much pipeline you should keep open at any moment, which depends on how long your deals take to close.
$74,000 in open deals
$75,000 × 20% + $50,000 × 40% + $30,000 × 60% + $15,000 × 80% + $10,000 × 90%
$180,000 open in 72 deals.
$104,000 of $150,000
$30,000 won + $74,000 = 69.3%
Weighted gap: $46,000.
74 new opportunities
$46,000 ÷ ($2,500 × 25%) = 73.6
Only if they can still close in this period.
Coverage
Pipeline coverage: why 3x is not your number
Your coverage target comes from your win rate and your sales cycle.
Pipeline coverage is open pipeline divided by the revenue you still need. The common rule says to hold three times your target, but three times only works when you win about one deal in three. In a Salesforce article, Jason Jordan shows that a seller who wins 10% of deals needs about 10x coverage, while one who wins 50% needs about 2x.
The sales cycle matters too. If deals take 45 days, the pipeline you hold today has to cover roughly the next 45 days of target, not the whole year. That is why the calculator shows the pipeline to keep open at any time as annual target ÷ win rate × sales cycle ÷ 365.
Coverage also only counts if the deals are real. Stale deals that nobody has touched for weeks make coverage look healthy while the forecast slips, so clean the pipeline before you trust the ratio.
Stages
Stage probabilities to start with
The example uses HubSpot's default deal stages. Replace them with your own as soon as you have data.
| Stage | Default probability |
|---|---|
| Appointment scheduled | 20% |
| Qualified to buy | 40% |
| Presentation scheduled | 60% |
| Decision maker bought-in | 80% |
| Contract sent | 90% |
Defaults are a guess about a typical sales process, not your process. To calibrate a stage, look at the deals that reached it in the last 6–12 months and divide the ones you won by all that have closed, won or lost. Our CRM sales pipeline template gives each stage an exit rule, so deals move for the same reason every time and the probabilities stay meaningful.
Your data
Where to find your numbers
A CRM export or a spreadsheet of last year's deals is enough.
Won ÷ closed
Count deals closed in the last 6–12 months. Divide won by won plus lost. Leave open deals out, or the rate looks lower than it is.
Average won deal
Use the average of deals you won, not of all deals created. Large deals that rarely close pull the average up.
Days to close
For won deals, the median number of days from the opportunity being created to won. The median is less sensitive to a few very slow deals than the average.
Spreadsheets
Sales pipeline formulas for Excel and Google Sheets
B2:B6 = deal value in each stage, C2:C6 = stage probability, E1 = won so far, F1 = target, G1 = win rate, H1 = average deal value.
Weighted pipeline
Forecast as a share of target
New opportunities to close the gap
Pipeline to keep open at any time (I1 = annual target, J1 = sales cycle in days)
FAQ
Sales pipeline questions
How do you calculate sales pipeline value?
Total pipeline value is the sum of all open deals. Weighted pipeline value multiplies each deal, or each stage total, by its probability of being won and adds the results. The weighted number is the one to compare with your target.
What is a good pipeline coverage ratio?
One divided by your win rate. If you win 25% of opportunities, aim for about 4x the revenue you still need; at 33%, about 3x; at 50%, about 2x.
What is the 3x pipeline rule?
A rule of thumb that says to hold three times your target in pipeline. It assumes you win about one deal in three. Use your own win rate instead.
How much pipeline do I need to hit my target?
Divide the target by your win rate to get the pipeline to create, then by your average deal value to get the number of opportunities, and by your lead-to-opportunity rate to get the number of leads.
What is the difference between a pipeline and a forecast?
The pipeline is every open deal. The forecast is what you expect to win from it in a period, which is why it uses probabilities, close dates and what is already won.
Which stage probabilities should I use?
Start with your CRM's defaults, such as HubSpot's 20% to 90%, and replace them with your own: for each stage, the share of deals that reached it and were later won.
Why can new opportunities not close my gap this period?
If your sales cycle is longer than the time left in the period, deals created now will close later. Create pipeline at least one sales cycle before the period ends.
Does the calculator store my data?
No. Everything runs in your browser. The share link keeps your numbers in the address after the # sign, which is not sent to our server.
References
Sources
- Default deal stages and probabilities: HubSpot Knowledge Base, "Set up and customize pipelines", checked October 6, 2026
- Coverage from win rate and sales cycle: Jason Jordan, "Pipeline Coverage", Salesforce blog, April 25, 2023
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