Home / Sales / Pipeline weight (using SCOTSMAN)

Pipeline weight (using SCOTSMAN)

SalesMaximizeMoney

Definition

Multiply the expected deal size (for the current period) with the sum of weights your company appoint to the following 8 elements (use 12,5% as a default) size, competition, only me, time, solution, money, authority, necessity.

Formula

Register or log in to view the calculation formula. Sign up or log in.

Tags

pipeline, solution

Metadata

Category: Sales · Added: May 17, 2026

No ratings yet
Comments (0)

Log in to rate and comment.

Be the first to comment on this KPI.