Pipeline Qualification Health Calculator
A worksheet-based calculator: score every open deal against 6 qualification criteria, weight it by dollar value, and get an instant health score showing what percentage of your pipeline is actually qualified versus hope-funded.
What's inside
- The 6-criterion qualification checklist used to score each deal
- The weighting formula (criteria weighted by forecast impact, not equal weight)
- Step-by-step calculation method with the exact formula
- 3 health bands: Healthy (>65%), At Risk (40–65%), Critical (<40%)
- A fill-in worksheet table for your own pipeline
- A fully worked example with real numbers
- Guidance on how often to run it and who should own the number
What % of Your Pipeline Is Actually Qualified vs. Hope-Funded
Most pipeline reviews look at stage and dollar value. Neither tells you if the money is real. This calculator scores every open deal against 6 objective qualification criteria and produces a single number: your Qualified Pipeline Ratio (QPR).
Step 1 — The 6 Qualification Criteria
For each open deal, score 1 point per criterion that is verifiably true (not "probably true," not "rep believes it's true"):
- Quantified pain — a specific $ / time / risk figure has been stated by the prospect, not estimated by the rep
- Confirmed budget — a number or range has been discussed, and a funding source identified
- Verified authority — the rep has directly spoken with, or been named by, the actual approver
- Dated timeline — a specific decision date exists, tied to a real business event
- Known process — the rep can describe the prospect's evaluation/procurement steps
- Active champion — someone internally has taken an unprompted action in the last 14 days (per the Champion Identification Checklist)
Deal Qualification Score = criteria met ÷ 6 (e.g., 4 of 6 = 0.67)
Step 2 — Weight by Dollar Value
Qualification that isn't weighted by deal size hides your real exposure. For each deal:
Weighted Qualified Value = Deal Value × Deal Qualification Score
Step 3 — Calculate the Qualified Pipeline Ratio (QPR)
`` QPR = ( Σ Weighted Qualified Value ÷ Σ Total Open Pipeline Value ) × 100 ``
Worksheet
| Deal | Value ($) | Pain | Budget | Authority | Timeline | Process | Champion | Score (/6) | Weighted Value |
|---|---|---|---|---|---|---|---|---|---|
| Totals |
QPR = (Total Weighted Value ÷ Total Deal Value) × 100 = ____%
Health Bands
| QPR | Status | What it means |
|---|---|---|
| 65–100% | Healthy | Forecast is defensible; standard cadence |
| 40–64% | At Risk | A significant chunk of "pipeline" is hope; run the Bad-Fit Deal Red Flags Checklist against your lowest-scoring deals this week |
| 0–39% | Critical | Forecast is not trustworthy; freeze new pipeline reporting until top 10 deals by value are re-qualified individually |
Worked Example
| Deal | Value | Pain | Budget | Authority | Timeline | Process | Champion | Score | Weighted |
|---|---|---|---|---|---|---|---|---|---|
| Acme Corp | $80,000 | ✓ | ✓ | ✓ | ✓ | ✓ | ✓ | 6/6 = 1.00 | $80,000 |
| Northwind | $50,000 | ✓ | ✓ | – | ✓ | – | – | 3/6 = 0.50 | $25,000 |
| Kingsley | $30,000 | ✓ | – | – | – | – | – | 1/6 = 0.17 | $5,100 |
| Total | $160,000 | $110,100 |
QPR = ($110,100 ÷ $160,000) × 100 = 68.8% — Healthy, but Kingsley's $30,000 is almost entirely hope-funded and should be downgraded or disqualified regardless of its stage in the CRM.
Cadence
Run this monthly at minimum, weekly during forecast-critical weeks (end of quarter). The number should be owned by the sales manager or RevOps, not self-reported by individual reps, to avoid score inflation.
How to use it
Export your open pipeline, score each deal against the 6 criteria in the worksheet, apply the formula to get your QPR, and use the health band to decide whether your forecast needs a re-qualification push before it's presented upward.