Sales Tracker / CRM Lite
Manage your sales pipeline. Tracks leads, deal stages, close dates, and calculates weighted pipeline value.
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About the Sales Tracker / CRM Lite
A sales pipeline is a forecast in disguise. Every open deal has both a face value and a probability of closing, and confusing the two is how businesses over-promise revenue to investors and under-prepare for lean months. A lightweight CRM that tracks deals by stage lets you see not just what could close but what is realistically likely to, weighted by where each deal actually sits.
This tracker logs each deal with a name, company, contact, dollar value, pipeline stage, expected close date, and notes. It then computes three headline numbers: the raw total pipeline value, a probability-weighted pipeline value, and your win rate. Stages carry fixed probabilities, so moving a deal forward automatically increases its weighted contribution, giving you an honest, self-updating forecast.
How the Sales Tracker / CRM Lite works
Each stage has a set close probability: Lead 10 percent, Prospect 20 percent, Proposal 50 percent, Negotiation 80 percent, Won 100 percent, and Lost 0 percent. The Total Pipeline Value is the simple sum of every deal's value. The Weighted Pipeline multiplies each deal's value by its stage probability and adds the results, so a $10,000 deal in Negotiation contributes $8,000 while the same deal as a Lead contributes only $1,000.
Win Rate is calculated from resolved deals only: Won divided by the sum of Won plus Lost, expressed as a percentage. Deals still open in Lead, Prospect, Proposal, or Negotiation are excluded from the win-rate denominator because their outcome is undecided. This keeps the metric meaningful; a big pipeline of untouched leads does not artificially depress or inflate your closing performance.
Worked example
Take four deals: Acme Corp $25,000 in Proposal (50 percent), TechFlow $12,000 Won (100 percent), GlobalReach $45,000 in Negotiation (80 percent), and Beta Inc $8,000 Lost (0 percent). The total pipeline value is $90,000. The weighted pipeline is $12,500 plus $12,000 plus $36,000 plus $0, which equals $60,500. For win rate, one deal is Won and one is Lost, so it is 1 divided by 2, or 50.0 percent; the two open deals are ignored in that calculation.
Tips & common mistakes
- Advance a deal's stage only when there is real evidence, like a signed proposal or verbal agreement, so the weighted forecast stays honest rather than optimistic.
- Watch the weighted pipeline, not the raw total, when planning cash flow; the raw number treats a cold lead the same as a signed contract.
- Keep expected close dates current; a pile of deals with dates in the past is a sign your pipeline is stale and needs cleanup.
- Move dead deals to Lost promptly instead of leaving them in Negotiation; stale open deals distort both your forecast and your win rate.
- Use the notes field to record the next concrete action for each deal so nothing stalls silently between stages.
Sales Tracker / CRM Lite: frequently asked questions
How is the weighted pipeline different from the total?
The total pipeline value simply adds every deal's dollar amount. The weighted pipeline multiplies each deal by its stage probability first, so a $45,000 deal in Negotiation counts as $36,000. The weighted figure is the more realistic revenue forecast.
Which deals count toward the win rate?
Only resolved deals. Win rate is Won divided by Won plus Lost. Deals still in Lead, Prospect, Proposal, or Negotiation are excluded because their outcome is not yet decided, which keeps the percentage meaningful.
What probabilities are assigned to each stage?
Lead is 10 percent, Prospect 20 percent, Proposal 50 percent, Negotiation 80 percent, Won 100 percent, and Lost 0 percent. Moving a deal to a later stage automatically raises its weighted contribution to the forecast.
Should I adjust a deal's value as negotiations change?
Yes. Update the deal value whenever the scope or price shifts so both the total and weighted pipeline reflect reality. The stage probability handles likelihood; the value field should reflect the current expected amount.
Why is my weighted pipeline so much lower than my total?
That usually means most of your value sits in early stages like Lead or Prospect, which are weighted at 10 to 20 percent. It is a signal to focus on advancing deals toward Proposal and Negotiation rather than adding more cold leads.