Base estimated revenue on total secured sales + total weighted value of your opportunities 

To get a good estimation of your future total revenue, it's important to look at both secured revenue and the weighted value of all the opportunities in your pipeline.

This article will cover:

• Calculating weighted value
  • Weighted opportunity value
  • Weighted pipeline value
• Calculating total future revenue
• Displaying estimated total future revenue in Upsales

Calculating weighted value

Since the sales process is always ongoing things will happen and opportunities will fall through. That's why it's a good idea to base future revenue on a weighted value of your opportunities.

Weighted opportunity value

Weighted opportunity value = opportunity value * probability for opportunity to become a closed deal

Example: Opportunity value is €3000.  Probability to close the deal is 50%.  Weighted value is €1500 (3000*0,5)

Probability is based on the opportunity stage. Each opportunity stage in Upsales represents a probability percentage for the opportunity to become a closed deal. 

By default the opportunity stages and their probability to become a closed deal are:

• Lost deal (0%)
• Fallback (5%)
• Prospect 1 (25%)
• Prospect 2 (50%)
• Verbal agreement (75%)
• Closed order (100%)

These opportunity stages and their probability percentage can be changed in:
Settings > CRM > Opportunity stages

Weighted pipeline value

Weighted pipeline value = the sum of every weighted opportunity

Example: There are three active opportunitites in the pipeline. The weighted value of each is €5000, €1500, and €2000. Weighted pipeline value is €8500

Calculating total future revenue

By adding secured revenue and weighted pipeline value you'll get a good estimate of what the revenue will be within a certain time period.

Estimated total future revenue = secured revenue + weighted pipeline value

Example: In the coming 12 months the revenue already secured is €30 000. The weighted value of the pipeline is €200 000. Estimated total future revenue is €230 000 (30000+200000)

Displaying estimated total future revenue in Upsales

In Upsales Insights it's possible to create a dashboard that displays the estimated total future revenue.

1. In Upsales Insights, define the time period of which you want to get a total revenue estimate.
2. Include total secured revenue from all closed deals
3. Include the weighted value of your pipeline.