Pipeline — sales pipeline

Pipeline

One row per deal. Probability comes from the stage; weighted value, days since contact and what needs a follow-up are calculated.

As of

14 Sep

Open deals

Stale after (days)

Open value

48,200

Weighted

18,025

Won

17,200

Company

Contact

Source

Owner

Stage

Value

Prob.

Weighted

Last contact

Next action

Next date

Days

Action

do #

stale #

Win rate

67%

Harbor Ltd

Ana Costa

Referral

Igor

Proposal

12,000

50%

6,000

8 Sep

Follow up on proposal

15 Sep

Wait

Need action

Grove Studio

Ben Okafor

Website

Mara

Negotiation

8,500

75%

6,375

11 Sep

Send revised quote

12 Sep

Do it

Larkfield School

Dana Ruiz

Event

Igor

Contacted

4,000

20%

800

25 Aug

Book a call

Stale

Mercer & Co

Elif Kaya

Teo

Lead

15,000

10%

1,500

12 Sep

Intro email

16 Sep

Wait

Aurora

Finn Walsh

Referral

Mara

Won

9,800

100%

9,800

1 Sep

Closed

Bistro Group

Gia Moretti

Cold outreach

Teo

Lost

3,200

20 Aug

Closed

Fathom

Hugo Lind

Website

Igor

Proposal

6,200

50%

3,100

28 Aug

Chase decision

10 Sep

Do it

Marginalia

Ida Berg

Event

Mara

Lead

2,500

10%

250

13 Sep

Send deck

20 Sep

Wait

Slate Systems

Jon Park

Teo

Won

7,400

100%

7,400

15 Aug

Closed

Board
The pipeline by stage, by owner and by source.

Stage	Deals	Value	Weighted	Avg deal	Win rate (by count)	67%
Lead	2	17,500	1,750	8,750	Win rate (by value)	84%
Contacted	1	4,000	800	4,000	Deals needing action	3
Proposal	2	18,200	9,100	9,100
Negotiation	1	8,500	6,375	8,500
Won	2	17,200	17,200	8,600
Lost	1	3,200		3,200
Open	6	48,200	18,025

Owner	Open deals	Open value	Won
Igor	3	22,200
Mara	2	11,000	9,800
Teo	1	15,000	7,400




Source	Deals	Won	Win rate
Referral	2	1	50%
Website	2
LinkedIn	2	1	50%
Event	2
Cold outreach	1

Follow-ups
Deals with a next action due, and deals gone quiet. Ten rows each.

Do it	Next action	Owner	Days	Stale	Next action	Owner	Days
Grove Studio	Send revised quote	Mara	3	Larkfield School	Book a call	Igor	20
Fathom	Chase decision	Igor	17

Setup
The as-of date, the stale period, stages with probabilities, sources and owners.
As of	2026-09-14	Type =TODAY() to keep it live
Stale after (days)	14


Stage	Probability		Sources	Owners
Lead	10%		Referral	Igor
Contacted	20%		Website	Mara
Proposal	50%		LinkedIn	Teo
Negotiation	75%		Event
Won	100%		Cold outreach
Lost	0%


Probabilities are yours to set — the weighted pipeline is only as honest as they are. Keep Won at 100 % and Lost at 0 %; the Board's open totals are written for these six names.

How the formulas work
Every formula in this workbook, in plain words. Nothing is hidden and nothing needs a macro. Formulas are shown without the leading = sign.

Where	Formula	What it does
Leads · Prob.	INDEX(stage_prob,MATCH(E8,stages,0))	The stage's probability from Setup.
Leads · Weighted	F8*G8	Value times probability — what the deal is 'worth' today.
Leads · Action	IF(OR(E8="Won",E8="Lost"),"Closed",IF(AND(K8<>"",K8<=$B$3),"Do it",IF(L8>=$B$4,"Stale","Wait")))	Closed first; then a next date that has arrived; then silence longer than the stale period.
Leads · Win rate	Won/(Won+Lost)	Closed deals only — open ones aren't wins or losses yet.
Leads · do #	IF($M8="Do it",COUNTIF($M$8:$M8,"Do it"),0)	Numbers the Do-it rows 1, 2, 3 in order; Follow-ups looks them up — no FILTER.
Board · Open deals per owner	COUNTIF(owner,A14)-COUNTIFS(owner,A14,stage,"Won")-COUNTIFS(owner,A14,stage,"Lost")	All of theirs minus closed — subtraction rather than a not-equal criterion, which would count blank rows.
Board · Win rate by value	C9/(C9+C10)	Won value over won plus lost value.