Building a Pipeline That Forecasts Accurately

A pipeline is a map of money in motion

Your sales pipeline shows every revenue opportunity your business has, where it stands, how much it's worth, and what needs to happen to close it. A well-maintained pipeline is not just a sales tool — it's a cash flow forecasting instrument. Your finance team, your hiring decisions, and your operational capacity planning all depend on an accurate pipeline.

The deal stages in Proactiq CRM

Proactiq comes with 6 stages that match most B2B sales processes. You can rename and reorder them to match your specific process:

• Lead — First contact made. Not yet qualified.
• Qualified — Confirmed that the prospect has the problem, budget, and decision authority.
• Proposal — Quote or proposal sent. Prospect is evaluating.
• Negotiation — Terms, scope, and price are being discussed.
• Won — Deal closed. Revenue confirmed.
• Lost — Not proceeding. Always record a lost reason — this is the most valuable data in your CRM for improving your process.

Calculating weighted pipeline value

Every deal in your pipeline has a probability of closing. Multiply the deal value by the probability to get the weighted value:

Weighted Pipeline Value = Σ (Deal Value × Probability %)

In Proactiq, set the probability (0–100%) on each deal. Your Analytics dashboard calculates the weighted total automatically. A ₹10L deal at 80% probability contributes ₹8L to your forecast — more accurately than counting it as a full ₹10L.

Using the Kanban board

Go to CRM → Deals → Kanban view. Each deal is a card, grouped by stage. Drag cards between columns as deals progress. The pipeline value for each stage appears at the top of the column — so you can see at a glance where your revenue is concentrated and where it's stalling.