The indicators: weighted pipeline and coverage
Total pipeline adds up the value of open opportunities; weighted pipeline weighs each by the probability of its stage, and comes closer to what you can expect to close. Coverage compares the pipeline with what is still missing to reach the period's target.
Total pipeline = Σ value of open opportunities
Weighted pipeline = Σ (value × stage probability)
Coverage = weighted pipeline ÷ (target − already closed)
Stage conversion = opportunities moved to the next stage ÷ opportunities entering the stage
The guide to the sales pipeline explains how to choose stages, probabilities and the KPIs to bring to the meeting.
What the dashboard shows
- Pipeline by stage, total and weighted, broken down by rep and area.
- Target coverage for the month and the quarter, with what is already closed and what is missing.
- Conversion by stage: where deals are lost and where they stall.
- Stuck deals: opportunities with no activity for longer than the chosen threshold, or with a close date already in the past.
- Pipeline against revenue: what was won in Salesforce and what was then ordered and invoiced in the ERP.
The data you need from Salesforce
| Object | Typical fields | What it is for |
|---|---|---|
| Opportunity | amount, stage, probability, close date, owner, account | The core of the pipeline |
| Account | name, industry, area, the customer code used in the ERP | Grouping and linking to revenue |
| User | name, role, team | The view per rep |
| Opportunity history | stage and amount at each change, if your org keeps it | Stage conversion and time spent in each stage |
The ERP customer code on the account is the bridge to orders and invoices: where it is missing, conversion from won to invoiced cannot be calculated.
The steps in Muvia
In New source choose Salesforce, connect the account and pick the objects to read. Muvia copies them on the schedule you choose, incrementally, and writes nothing to Salesforce.
If you need them, add the ERP (for example on SQL Server) for orders and invoices, and the Excel file of targets per rep.
A query writes the pipeline definition once: which stages count as open, which probability to use, how to convert currencies. It becomes a dataset with stable fields.
The dashboard and the PDF report for the sales meeting read that dataset, so the meeting discusses deals rather than the figure.
Sales reps can ask Athena, for example, which deals above a given amount close this month: the answer comes with the query that produced it.
The pitfalls of CRM data
- Probabilities edited by hand: if reps change the probability of individual opportunities, the weighted pipeline depends on each one's optimism. The stage probability is often more stable.
- Close dates that slip: an opportunity pushed from month to month inflates coverage. It helps to count how many times the date has changed.
- Opportunities never closed: abandoned deals never marked as lost stay in the pipeline. A rule on age brings them out.
- Different currencies: amounts must be converted to one currency before adding up, with an exchange rate chosen and written in the query.
Frequently asked questions
No. The Salesforce source reads the chosen objects and copies them into Muvia; opportunities are still managed in Salesforce as before.
Yes, if your org keeps opportunity history: stage and amount at any date can be rebuilt from it. Without history, the copy reflects the current state of each opportunity.
Not for the pipeline. You need it to compare won deals with orders and revenue, and to see which customers are ordering less.
Yes: the HubSpot source reads contacts, companies, deals and tickets, and the same pipeline definition is written on deals.