Pipeline & forecast

Leaders, executives and admins get a company-wide dashboard and a Pipeline page built for the pipeline review: can we trust the numbers, will we hit the target, and is enough new business coming in?

The leader dashboard

The header reads "Forecast dashboard — Q4 2026, org-wide". If no targets are set, it links to setting them in chat. Full pipeline report → opens the Pipeline page. Click any number for a Quick answer with the opportunities behind it.

1. Validity — how much to trust the numbers below

2. Where the team should put its time

Only with Focus on: the ranked list, plus totals By account and By salesperson.

3. Pipeline & forecast — the present

• Weighted forecast and Gap to target (above or below). Both count only the open opportunities expected to close this quarter, by their close date.
• Bookings and forecast by month: four months back, this month and two ahead. The green bar is what was won that month, with the open opportunities expected to close in it on top in pale green; the dashed line is the month's share of quota. Next to it, the grey bar is the new pipeline created that month. If the grey bars shrink, next quarter will be thin even if this one looks fine.
• Confidence categories: Pipeline, Best case, Commit (see below). Under them, a line says how much open pipeline isn't counted because its close date is outside the quarter or missing.

4. Pipegen — the future

• Pipeline created this quarter and the number of new deals.
• Pipeline target: progress toward the coverage target (by default 3 × quota).
• Coverage ratio: pipeline closing this quarter ÷ what's still needed. Green from 3×, red below 1.5×. Shows a dash when no quota is set, and once the quota has been reached (there is no gap left to cover).

5. Closed / history — the past

Closed won, closed lost, attainment to date, win rate and average deal size this quarter.

Click Closed lost for Why we lose: this quarter's lost deals grouped by their lost reason, with how many and how much, most common first. Deals nobody has said why for show as "Not given yet". You can also ask Aino: "why are we losing deals this quarter?".

The Pipeline page

Pipeline in the sidebar (leaders, executives and admins only). It's read-only and includes every opportunity in the company that isn't archived, won and lost ones too.

1. The forecast: quota, booked, weighted forecast, projected attainment, coverage, win rate, the bookings chart, forecast categories with where the quarter lands for each, closing this month and new pipeline this quarter.
2. Opportunities by month: grouped by expected close month, with the number of opportunities, customers and total. This month's group is open (or, if it's empty, the next month with opportunities). "No expected close date" comes last.
3. Organization pipeline: a tile per stage with count and total, and the full list.
4. By salesperson: the same per salesperson.

There are no filters or drag-and-drop: ask in chat to slice it further.

Ask for any report in chat

The answer opens a panel beside the chat:

• Forecast: the same numbers as the dashboard, for the company or one person.
• Targets: each person's target and how much is booked.
• Pipeline report: open pipeline, win rate, customers, pipeline by stage, best-selling products, top accounts and cross-sell ideas.
• Deals needing attention: stalled, quiet or missing a next step.

A salesperson asking the same questions always gets their own numbers. The scope depends on the question when a leader asks: the forecast and deals needing attention cover the whole company, or one person you name ("how is Alice tracking?"); targets show your team; the pipeline report always covers your own and your team's opportunities, also when you name an account or product. Executives and admins get the whole company everywhere.

How the numbers are calculated

Every open opportunity gets a weight between 0 and 1:

• the close probability of its stage, set by your admin (by default Lead 10%, Qualified 30%, Proposal 55%, Negotiation 75%); won counts as 1, lost as 0;
• halved if it has sat in its stage longer than the stage's stall limit (by default 14, 21, 14 and 10 days for those stages).

Commit, Best case and Pipeline are nested: each is a wider, less certain slice of the same open pipeline. Every forecast number goes by close date: an open opportunity counts in the quarter its expected close date falls in. One with no close date, or one already passed, is left out until the date is updated, and shows under Missing close date instead. The forecast-categories chart stacks them on top of what's booked, so each level reads as "where the quarter ends if these close".

Stage probabilities, stall limits, the cleanup period and the coverage target are your company's settings. See Your sales process.