pipeline-forecasting
Forecast categories, weighted pipeline calculations, deal scoring models, and forecast accuracy metrics.
Installation
Suivez les instructions du dépôt pour votre agent. Consultez les fichiers et dépendances avant l’installation.
Voir la source ↗GuidesInstructions
Pipeline Forecasting
B2B sales forecasting frameworks and deal scoring models.
Forecast Categories
| Category | Definition | Weight |
|---|---|---|
| Commit | Will close this period | 90% |
| Best Case | High probability, some risk | 70% |
| Pipeline | Working, outcome uncertain | 30% |
| Upside | Long shot, possible | 10% |
Weighted Pipeline
Weighted Pipeline = Σ (Deal Value × Stage Probability × Confidence)
Example:
$100K deal in Proposal (40%) with High confidence (1.1x)
= $100K × 0.4 × 1.1 = $44K weighted
Forecast Accuracy Metrics
| Metric | Formula | Target |
|---|---|---|
| Forecast Accuracy | Actual / Forecast | 90-110% |
| Commit Accuracy | Commit Closed / Commit Forecast | >85% |
| Best Case Accuracy | BC Closed / BC Forecast | >60% |
| Pipeline Accuracy | Pipeline Closed / Pipeline Forecast | >25% |
Weekly Forecast Review Template
FORECAST REVIEW: [Date]
Commit: $[X] ([Y] deals)
- [Deal 1]: $X - [Status/Risk]
- [Deal 2]: $X - [Status/Risk]
Best Case: $[X] ([Y] deals)
- [Deal 1]: $X - [What needs to happen]
Pipeline: $[X] ([Y] deals)
- At risk: [List]
- Upside: [List]
Total Weighted: $[X]
vs. Target: $[X]
Gap: $[X]
Actions This Week:
1. [Specific action on deal]
2. [Specific action on deal]
Deal Scoring Model
Score Components
| Factor | Weight | Scoring |
|---|---|---|
| ICP Fit | 20% | 3=Perfect, 2=Good, 1=Marginal, 0=Off |
| Champion | 25% | 3=Active, 2=Supportive, 1=Identified, 0=None |
| Authority | 20% | 3=Buyer engaged, 2=Identified, 1=Unknown, 0=Blocked |
| Need | 15% | 3=Urgent, 2=Important, 1=Nice-to-have, 0=None |
| Timeline | 10% | 3=This quarter, 2=Next quarter, 1=This year, 0=None |
| Competition | 10% | 3=None/weak, 2=Incumbent, 1=Strong, 0=Losing |
Score Interpretation
- 85-100%: High confidence commit
- 70-84%: Best case
- 50-69%: Standard pipeline
- <50%: At risk, qualify harder
Exemples
Consultez les exemples du dépôt source.
Voir la source ↗Historique source
- Date d’indexation
- 2026-01-20
- Mise à jour de l’index
- 2026-02-04
- Branch
- main
Les dates concernent ce répertoire. Consultez le dépôt pour l’historique du code.
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