Rapport Pipeline Forecast

What it is for

A list of deals says little until you weight it: a €84,000 deal in negotiation is worth more to next month's plan than a €22,000 lead. This tool reads your deals — a CSV export from Pipedrive or HubSpot, your own spreadsheet or a Rapport CRM file — and returns the numbers a sales review needs: open value, weighted value (value × probability), a forecast per month by expected close date, the pipeline per stage, win rate by count and by value, the average and median sales cycle and a per-owner table.

The Dashboard in Rapport is built on the same function, so the tool and the app agree to the cent.

Worked example

The first example is a Pipedrive deals export with 12 deals — six open, four won and two lost — and Pipedrive's own column names (Deal - Stage, Deal - Status, Deal - Probability, Deal - Expected close date …), evaluated as of 24 November 2026 with six months of forecast:

6 open deals worth 202,000 EUR, weighted 112,000 EUR; win rate 66.7 %.

The stage table shows where the weight sits: Negotiation holds one deal of 84,000 EUR at 75 % (63,000 weighted), Proposal made two deals worth 74,500 EUR (42,850 weighted). December carries most of the forecast with three deals and 105,850 EUR weighted. Four won and two lost deals in the last twelve months give a win rate of 66.7 % by count and 62.2 % by value, and won deals took 57.5 days on average from creation to the won date.

A small spreadsheet without a probability column — five deals in the stages Lead, Proposal and Negotiation, plus one won logo job (2,500) and one lost shop (18,000), three months of forecast:

3 open deals worth 58,000 EUR, weighted 27,500 EUR; win rate 50 %.

The tool warns that it spread the stage probabilities evenly (25 %, 50 %, 75 %). The SEO retainer was expected on 10 November, so it shows up under Overdue instead of a month. The win rate is 50 % by count but only 12.2 % by value — the one lost deal was seven times bigger than the won one.

How to read the result

• Open value / Weighted value — all open deals, and the same multiplied by each deal's probability.
• Forecast per month — open deals by the month of their expected close, starting with the month of Today is. Deals without a date only count in the stage table.
• Overdue — open deals whose expected close date has passed. Update or close them before you trust the forecast.
• Win rate / Win rate by value — won ÷ (won + lost) among deals closed in the window, by count and by amount.
• Sales cycle — days from creation to winning, average (in the metrics) and median.
• Per owner — open, weighted, won, lost and win rate per salesperson.

Tips and common mistakes

• Add a probability column when you can. Evenly spread stage probabilities are only a rough start.
• Set Today is to a fixed date when you compare two runs, for example in a weekly review.
• Win rate needs a created and a closed date per deal; exports without won/lost times count only open deals.
• Use Pipeline to look at one pipeline (e.g. renewals) when the file mixes several.
• One currency per file — convert other currencies before you paste.

FAQ

Which columns are required?

A title and a value. Stage, status, probability, expected close, created, closed and owner are used when present.

Why is my forecast lower than the open value?

That is the point of weighting: a deal at 25 % adds only a quarter of its value.

Can I paste a Rapport file?

Yes. The tool uses its pipelines and stage probabilities directly.

Is the weighted forecast what I will actually sell?

No — it is an expected value over many deals. Single months swing with one big deal.