Stage Weighting Audit: $9M of Real Pipeline Behind a $5M Forecast
Client: a K-12 education company. What I did: built the reporting and the audit end to end. Tools: HubSpot reports and dashboards, custom formulas, a Claude-built RevOps dashboard.
The Problem
Our forecast depended on stage weights, and the weights I found in the stage settings were off. Weighted open pipeline came out to $5M. Leadership was working from a number that didn't match what was really in the pipeline.
What I Changed
I built a RevOps dashboard in Claude using its dashboard feature, pulling data straight from HubSpot. It shows deals closed by month, average close times, and stale deals per rep. I added a stage weighting audit that compares the weights we actually use against the ones set in the stage settings. It showed that most of our early stages were underweighted. I fixed the weights.
Reporting at Scale
Beyond the audit, I've built over 150 reports, including handoff dashboards for deals passed from BDRs to sales and from customer success to sales. The main report on each one uses five custom formulas to show deals handed off per rep, deals closed, won, and open, win rate, and loss rate. I also built a report tagging system that marks when each report was last updated and whether it is active or archived.
Results
- With the correct weights, weighted open pipeline showed $9M, compared with $5M before. We had much more pipeline than the old numbers said.
- Forecasting is much more accurate now that the weights match reality.
- Over 150 live reports across dozens of dashboards, with more than 100 in regular use.
- Used by sales leadership, sales reps, SDRs and BDRs, customer success, finance, and company leadership.
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