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KPI · Sales
Sales pipeline value: formula and example.
Pipeline value is the sum of the amounts of all deals still open in your CRM. It is the revenue you could win if every current opportunity went ahead. Pipeline value is a leading indicator: it shows earlier than revenue whether enough business is coming in.
Sales pipeline value formula
Sum of deal amounts for all open deals on the reporting date
Worked example
On 1 October, Acme Groothandel has 62 open deals: 30 at the quote stage worth €720,000 and 32 at the qualification stage worth €520,000. The pipeline value is €720,000 + €520,000 = €1,240,000.
Fictitious figures for Acme Groothandel, a sample wholesaler.
How to read this KPI
A higher pipeline value gives more potential revenue in the coming months, but says nothing yet about the chance of winning it. Compare pipeline value with your sales target (pipeline coverage), with the same date last quarter and by stage. A pipeline that grows while revenue stays flat may point to deals that are stalling.
Pitfalls with sales pipeline value
- Leaving long-dead deals open, which makes the pipeline look bigger than it is.
- Counting deals without an amount, or with an estimate of zero, in the number of deals.
- Looking only at the total without splitting it by stage or expected close date.
SQL & DAX
Calculating sales pipeline value in SQL and DAX
Two examples on a fictitious data warehouse for Acme Groothandel: a PostgreSQL query and a measure for a Power BI model. Adjust table and column names to your own model.
SELECT COALESCE(stage, 'Totaal') AS stage,
COUNT(*) AS open_deals,
SUM(amount) AS pipeline_value
FROM deals
WHERE status = 'open'
GROUP BY ROLLUP (stage)
ORDER BY stage;Pipeline Value =
CALCULATE(SUM(Deals[Amount]), Deals[Status] = "open")
Average Open Deal =
DIVIDE([Pipeline Value], CALCULATE(COUNTROWS(Deals), Deals[Status] = "open"))In ENABLE
Tracking this KPI in ENABLE
In your Power BI dashboard
Define the KPI as a measure in your Power BI model and show it in the portal, with "Last refreshed" next to it. Access profiles and optional row-level security decide who sees which figures.
Custom dashboards (pilot)
Add the KPI as a tile to a custom dashboard, compared with last year. The Dashboard Builder is a pilot and can be switched on per client.
Monthly targets
With the built-in Targets app you set a target for the KPI per month, so you see actuals and target side by side.
FAQ
Frequently asked questions
How do you calculate sales pipeline value?
Add up the amounts of all deals with an open status on the reporting date. Won and lost deals are excluded. Then break the pipeline value down by stage and by expected close month.
What is the difference between pipeline value and weighted pipeline?
Pipeline value counts every open deal at its full amount, whereas weighted pipeline multiplies each amount by its probability of closing. The weighted pipeline is therefore always lower and more useful as a forecast. The unweighted value shows the maximum that is on the table.
How big should your sales pipeline be?
That depends on your sales target and win rate. Divide the target you still need to reach by your win rate to see roughly what pipeline value you need. That ratio is known as pipeline coverage.
Further reading
- KPI librarySales KPIs: formulas and examplesSales KPIs measure how healthy your pipeline is and how well it turns into revenue. The data comes from your CRM, combined with invoiced revenue from your accounting system.Read more
- ResourcesHow to build a KPI dashboard: steps and examplesA KPI dashboard is an overview of the key figures you use to steer towards your goals, such as revenue, margin, on-time delivery or absenteeism. A good KPI dashboard does not start with the software, but with the decisions it needs to support. You then choose a limited number of KPIs, define them, sketch the dashboard and only then build it.Read more
- SolutionPower BI dashboard portal: share dashboards securelyShare your Power BI dashboards securely in your own portal, with role-based access.Read more
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