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Sales Forecast Template & Weighted Pipeline Table

This is a sales forecast template — pipeline stages, deal value, and win probability in, a weighted forecast table out. Replace the sample book with yours; the forecast updates as you type. Autosaves in your browser; download CSV or PDF. Free, no account.

1. Forecast scope

2. Pipeline stages

Value × win probability = weighted forecast. Rename the stages to match your CRM. Need the close-rate math? Sales Win Rate Calculator.

Stage 1
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6

3. Assumptions

4. Competitive risk

The forecast assumes you keep winning. Name the rival that can change the number.

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Forecast assumes you keep winning — losing deals to a rival? Build a battlecard.

A weighted number that slips against one name is a positioning problem, not a quota problem. The Sales Battlecard Generator turns that competitor into a one-pager your reps can take into the next late-stage deal — or start a trial and keep the card current as they move.

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The sales forecast template, stage by stage

Weighted forecast = Σ (pipeline value × win probability)

Whether you call it a sales forecast or a pipeline commit, the same four inputs answer the question a forecast call will ask. This template asks for them in order:

  1. Scope. Who owns the book, which period, and the quota the weighted number has to cover. A forecast without a period is a snapshot pretending to be a plan.
  2. Stages. Name, deal count, pipeline value, win probability. Rename them to match your CRM — the math does not care what you call proposal, only that every dollar in the book sits in exactly one row.
  3. Assumptions. How the probabilities were earned (last-two-quarter close rates, not a CRM default), cycle length, mix. A number without its method can't be challenged, which means it can't be trusted either. See win rate for the closed-deals half.
  4. Competitive risk. The rival that can take the late-stage rows, and which deals they sit in. Leave this blank and the forecast assumes you keep winning — the most expensive assumption in the sheet.

How to build a sales forecast with this template

The template is the scaffold; the work is filling it honestly. A working order:

  1. Dump the open book into stages, not a single pile. One row per CRM stage. Mixed stages in one line hide where the number is soft.
  2. Put last-quarter close rates in the win-% column. CRM defaults (20 / 40 / 60 / 80) are fiction. The Sales Win Rate Calculator turns won + lost into the rate this column should use.
  3. Read pipeline and forecast as two different numbers. Pipeline is coverage. Forecast is likelihood. If they are close, your book is almost all late-stage — or your probabilities are too high.
  4. Split the late-stage rows by competitor. An overall 50% proposal rate that hides a 20% against one rival is the number that should change next week's call plan. That's a win/loss cut, not a bigger quota.
  5. When the risk column names a rival, write the card. The Sales Battlecard Generator is the next artifact — a forecast that assumes you keep winning is only as good as the battlecard behind the late-stage deals.
  6. Date it, and re-forecast on a cadence. Probabilities decay: a new entrant, a price cut, a lost bake-off. A dated table with a re-check date is a forecast; an undated one is folklore.

The forecast table is one artifact in the set. The Sales Win Rate Calculator feeds the probability column, the Sales Velocity Calculator turns the same book into dollars per day, the KPI Dashboard Template is the quarterly business review that scoreboard belongs in, the Sales Battlecard Generator arms the late-stage deals, the Competitor Analysis Generator puts you side by side with the field, and the Competitor Finder names who you're actually losing to. There's more in the free tools catalog.

Sales forecast template FAQ

What is a sales forecast template?
A structured table that turns an open pipeline into a number you can defend: each stage carries a deal count, a pipeline value, and a win probability, and the weighted forecast is value × probability. Fill the stages and you get a forecast a sales meeting can argue with — instead of a gut-feel commit. This template renders the table live as you type, autosaves in your browser, and exports as CSV or PDF.
How do you calculate a weighted sales forecast?
Multiply each opportunity's (or stage's) pipeline value by its win probability, then add the rows. Weighted forecast = Σ (value × win %). A $125,000 proposal at 50% is $62,500 of forecast; six stages of that math is the number you take to the forecast call. Open pipeline is the unweighted sum — useful as coverage, not as the commit.
What is the difference between pipeline and forecast?
Pipeline is everything still in play, counted at full value. Forecast is that same book after probability: a $645,000 pipeline at mixed stage probabilities might be a $272,000 weighted forecast. Calling the pipeline the forecast is how teams miss quota in week ten — they counted hope, not likelihood.
What win probability should I use for each sales stage?
Use the close rate of deals that actually entered that stage, not a CRM default. Typical B2B starting points: qualification 10%, discovery 25%, proposal 50%, negotiation 75%, verbal commit 90%, closed won 100%. Recalibrate from your own last two quarters — a 50% proposal stage that historically closes at 30% is lying in every forecast that uses it. The Sales Win Rate Calculator next door does the closed-deals math.
Is this sales forecast template free? Do I need an account?
Yes, and no account. The form and preview run entirely in your browser and autosave locally — nothing you type is sent to our servers. We only ask for an email when you download the forecast as a CSV or PDF.