Pipeline Value
The total potential revenue of all active deals in your sales pipeline.
Why it matters
Pipeline value indicates future revenue potential. A healthy pipeline should be 3-5x your quota target to account for deals that won't close.
Formula
Pipeline Value = Sum of all active deal values
Add up the expected value of every active opportunity in your pipeline. For weighted pipeline, multiply each deal by its probability of closing.
Calculator
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Pipeline Value
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What's a good Pipeline?
3-5x quota target
If your quarterly target is $500K, aim for $1.5M-$2.5M in pipeline to hit your number consistently.
Related metrics
Win Rate
SalesThe percentage of sales opportunities that result in a closed deal.
Avg Deal
SalesThe average revenue value of a closed deal, typically measured as Annual Contract Value (ACV).
Cycle Length
SalesThe average number of days it takes to close a deal from first contact to signed contract.