Sales forecast calculator.
Add your deals or load a CSV, and see the next three to six months forecast three ways: weighted by probability, rolled up by forecast category (Commit and Best case), and by your historical win rate. Set a monthly target to see the gap.
- Weighted, category and win rate side by side
- Works in Excel and Google Sheets
- Runs in your browser
1. Stages and their defaults
- Discovery call%
- Qualified%
- Demo done%
- Proposal sent%
- Negotiation%
- Won100%Closed won
- Lost0%Closed lost
Default categories are our starting point: 80% and up is Commit, 60% and up Best case. Each deal can take its own probability and category below.
2. Deals
Read in your browser. Nothing is uploaded.
Drop a CSV of deals here, or
| Deal | Value (USD) | Stage | Win % | Forecast category | Expected close | Remove |
|---|---|---|---|---|---|---|
| 100% | Closed won | |||||
| 0% | Closed lost |
Up to 500 deals. A blank Win % uses the stage’s. Won deals count in the month they closed.
3. The forecast, month by month
| Period | Closed won | Commit | Best case | Weighted | Win rate | All open + won | Target | Gap (Weighted) |
|---|---|---|---|---|---|---|---|---|
| Reading this month’s date… | ||||||||
Commit = closed won + Commit deals. Best case adds Best case deals. Weighted = closed won + each open deal’s value × its win %. Win rate = closed won + all open value × your win rate. 8 open deals have no close date ($122,600) and count in no month.
Full report
Get the forecast template for Excel or Google Sheets.
Your deals and stages, a Forecast sheet with SUMIFS by month and category, weighted, commit, best case and win rate forecasts, target and gap, an accuracy column for actuals, and a sheet on using it.
The short answer
How do you forecast sales from a pipeline?
List your open deals with a value, a win probability and an expected close date, and group them by the month they should close. Then forecast each month: the weighted way (each deal’s value times its probability, plus what already closed won), by forecast category (closed won plus Commit deals, then plus Best case deals), or by win rate (open value times the share of closed deals you usually win). Compare the forecast with your target to see the gap.
How it works
The rules the calculator follows.
01
Weighted value = value × probability
HubSpot’s weighted amount is the deal amount multiplied by the deal probability, and the probability follows the deal stage. The calculator does the same per deal: an 18,000 deal at 60% adds 10,800 to the weighted forecast.
Source: HubSpot: Default deal properties, checked 18 Oct 2026
02
A deal’s own probability wins
In Pipedrive a deal-specific probability overrides its stage’s. Leave Win % blank and the deal uses its stage’s probability; type a number and that deal uses yours.
Source: Pipedrive: Probability in Pipedrive, checked 18 Oct 2026
03
Categories roll up: Commit, then Best case
Salesforce’s categories are Pipeline, Best Case, Commit, Omitted and Closed, and each opportunity stage maps to one. Its default rollup is cumulative: the Commit forecast is Commit plus Closed, and the Best Case forecast adds Best Case deals to that. Omitted deals are left out of forecasts. In the calculator, a deal can also take its own category.
Source: Salesforce: Pipeline Forecasting Implementation Guide (PDF), checked 18 Oct 2026
04
Deals count in their close month
Pipedrive’s forecast view places open deals by their expected close date, and won deals by the date they were won. The calculator does the same, month by month, so a won deal counts in the month it closed.
Source: Pipedrive: The Forecast view, checked 18 Oct 2026
05
Win rate = won ÷ closed deals
HubSpot defines win rate as the share of opportunities that were won, and its example report divides won deals by closed deals. With every closed deal either won or lost, that is won ÷ (won + lost). The win rate forecast multiplies open value by that rate, so every open deal counts the same whatever its stage.
Source: HubSpot: Summary functions in reports, checked 18 Oct 2026
06
Accuracy = 1 − error, from actuals
HubSpot measures a forecast’s error as |actual − forecast| ÷ actual, and accuracy as 1 minus that error, never below 0. The Excel template has an Actual column for each month and works out accuracy the same way.
Source: HubSpot: Track the accuracy of forecasts, checked 18 Oct 2026
Worked example
B2B SaaS stages, ten sample deals.
- This month: commit, best case, weighted
- $45,200, $63,200, $48,160
- Next month, weighted
- $11,520 ($12,000 commit)
- The month after, weighted
- $3,900 (no Commit deals)
- Next 3 months, weighted
- $63,580
- Next 3 months, commit and best case
- $57,200 and $75,200
- Next 3 months at a 25% win rate
- $36,650
- Weighted against a $75,000 target
- $11,420 short
Sample deals are made up, and the win rate and target are example inputs. The win rate forecast is the lowest because it counts every open deal at 25%, the $32,000 Negotiation deal included, where the weighted forecast uses each stage’s probability. The quarter row depends on the calendar, so it isn’t listed here.
Good to know
What the calculator leaves out.
- Your history. It doesn’t know your past forecasts or past win rates: type a win rate from your own closed deals, and use the template’s Actual column to check accuracy.
- Stage editing beyond probability and category. To rename, add or reorder stages, use the sales pipeline template, then load its CSV here.
- Fiscal years and quarters. Months and quarters follow the calendar.
- Currency conversion. Pick one currency; values in others aren’t converted.
- Saving. Nothing is stored: download the CSVs or the workbook to keep your work. Nothing you type or load leaves your browser unless you fill in the report form.
- More than 500 deals or 20 stages.
More free tools
Tools that go with this one.
Sales pipeline template generator
Pick your stages and win rates, then download a pipeline sheet with live formulas.
Pipeline coverage and sales velocity calculator
Turn a revenue target into the pipeline, deals and leads you need each month.
Pipeline health check
Upload a deal export and find stale deals, missed close dates and the stages with the most problems.
All free CRM tools
Pipeline and deals and every other free tool, with no signup.
What is the difference between Commit and Best case?
Commit is the deals a rep is confident will close in the period. Best case adds deals that could close if things go well. In Salesforce’s default cumulative rollup the Commit forecast includes closed deals, and the Best case forecast includes Commit, so Best case is never smaller than Commit.
Which forecast method should I use?
Look at all three. Weighted is steady when stage probabilities come from your own closed deals. Commit shows what reps will stand behind. Win rate is a quick check when probabilities are a guess. If they are far apart, the stage probabilities or the forecast categories probably need another look.
How do I work out my historical win rate?
Count the deals you won and the deals you lost over a period, such as the last two or four quarters, and divide won by won plus lost. Leave out deals that are still open. A rate from a handful of closed deals moves a lot from one deal to the next, so use the longest period that still reflects how you sell now.
How do I measure forecast accuracy?
After the month ends, compare what closed with what you forecast. HubSpot works out the error as the difference divided by the actual, and accuracy as 1 minus that, never below 0. A forecast of 45,000 against 50,000 closed is 90% accurate. The Excel template does this for each month once you type in the actual.
Can LiftUp forecast my pipeline?
Partly. On the Growth plan each lead holds a deal value and an expected close date, and each pipeline stage can hold a win probability that the stage report uses to weight open deal value. The CRM reports page’s Weighted pipeline figure uses fixed weights of 10%, 25% and 50% for New, Contacted and Qualified, and its Expected this month figure adds up open deal value with a close date this month. LiftUp has no forecast categories, so use this calculator or its template for Commit and Best case.
Keep deal values and close dates in your CRM.
LiftUp holds a deal value and an expected close date on every lead on Growth, with a pipeline board and a stage report weighted by your stage probabilities. Every new workspace can try Growth free for 14 days.
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