# What is the weighted pipeline?

The **weighted pipeline** is the predictable-revenue tool from [Chapter 5 of *Scale at Speed*](https://2y3x.com/agents/book/scale-at-speed/chapter-5-sales-and-marketing/).

Track the opportunity pipeline by stage:

- **Leads** — unqualified, just identified.
- **Sales-qualified leads (SQLs)** — qualified that there is a real need and budget.
- **Pitches** — actively in pitch.
- **Quotes** — quote/proposal issued.
- **Decisions awaited** — proposal made, customer deliberating.

Assign each stage a **probability weight** based on historical conversion (e.g. SQL 10%, pitch 30%, quote 60%, decision awaited 80%). Sum the weighted opportunity values across the pipeline; that sum is your forecast revenue.

## The secondary process

A weighted pipeline must include a **continuous evaluation of the weights themselves**. If "decision awaited" opportunities convert at 50% rather than the modelled 80%, the weights are wrong. Re-calibrate quarterly.

> "*An honest weighted pipeline is what makes hiring, investment and stretch goals safe; an inflated pipeline kills companies.*" — paraphrased from Chapter 5.

The weighted pipeline itself is a [Process task](https://2y3x.com/agents/book/scale-at-speed/chapter-7-processes/) — it requires a CRM, defined stage rules, and a reporting cadence. It is also a Sales & Marketing tool — see [Chapter 5](https://2y3x.com/agents/book/scale-at-speed/chapter-5-sales-and-marketing/).