pipeline-forecasting
Forecast categories, weighted pipeline calculations, deal scoring models, and forecast accuracy metrics.
Installation
Follow the repository instructions for this skill and your agent. Review the files and dependencies before adding it to your workflow.
View source ↗GuidesSkill instructions
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
Examples
Read the usage examples in the source repository.
View source ↗Source history
- Indexed on
- 2026-01-20
- Index updated
- 2026-02-04
- Branch
- main
Index and sync dates describe this directory. View the source repository for code history.
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