Overview

Pipedrive offers powerful forecasting tools that help sales teams estimate potential revenue more accurately using Deal Probability and Weighted Forecasts. These features are essential for building realistic revenue forecasts and prioritizing high-value opportunities.

This guide explains how to configure and use deal probabilities and how weighted forecasts work in Pipedrive.

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🎯 What is Deal Probability?

Deal Probability is the likelihood (expressed as a percentage) that a specific deal will close successfully. You can set a probability manually for each deal or automatically assign probabilities by pipeline stage.

Example:

• A deal in the “Contact Made” stage may have a 20% probability.
• A deal in the “Negotiation” stage might have a 70% probability.

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📊 What is a Weighted Forecast?

A Weighted Forecast calculates the expected revenue from a deal based on its value and probability.
Formula:
Weighted Value = Deal Value × Probability (%)

Example:

• Deal Value: $10,000
• Probability: 60%
• Weighted Value = $6,000

Pipedrive adds up the weighted values of all deals to give a realistic revenue forecast, helping you plan ahead.

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⚙️ How to Set Up Deal Probability

Option 1: Set Manually (Per Deal)

1. Open any deal in your pipeline.
2. Click the Probability field.
3. Enter a custom percentage (e.g., 50%).
4. Save your changes.

📝 Use this when you want flexibility based on deal-specific factors.

Option 2: Set Automatically (Per Pipeline Stage)

1. Go to Company Settings > Pipelines.
2. Select a pipeline and click Edit Stages.
3. For each stage, you’ll see a Probability column.
4. Enter a default percentage for each stage (e.g., Proposal Sent – 70%).
5. Save your changes.

✅ New deals in that stage will automatically get the assigned probability.

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📈 How to View Weighted Forecasts

1. Go to the Forecast View

• Navigate to the Deals tab.
• Click on “Forecast” view (in the top right dropdown next to Pipeline).

2. Enable Weighted Forecast

• Use the view settings to display Weighted Value alongside deal value and expected close dates.

3. Use Insights (Reporting)

• Open the Insights section.
• Use built-in Revenue Forecast reports or create custom ones.
• Filter by time period, pipeline, stage, owner, or probability.

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🛠 Best Practices

• Keep deal values accurate to make forecasts meaningful.
• Regularly update deal probabilities based on new information.
• Use stage-based probabilities for consistent forecasting.
• Use filters to isolate high-probability or high-weight deals.
• Combine with expected close dates to time revenue forecasts properly.

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📌 Key Benefits

• 🔍 Better visibility into likely revenue
• ⏳ Improved short- and long-term planning
• 🎯 Smarter prioritization of high-probability deals
• 📊 Realistic sales targets based on actual pipeline data

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Conclusion

Using Deal Probability and Weighted Forecasts in Pipedrive transforms raw deal data into actionable insights. By leveraging these features, your sales team can forecast revenue with greater accuracy and make informed decisions that drive performance.