Stage conversion and probability
Two related things sit in the middle of a single-pipeline report: how far your deals get through the stages, and how likely each one is to close. Both come from your pipeline setup. Reports is included on the Growth and Pro plans.
Stage conversion
Pick a single pipeline in the Pipeline filter and you'll see "Stage conversion — deals created this period". The cohort is every deal created inside the selected period; each bar shows how many of them reached that stage, with a Reached count, a percentage of the cohort, and a Lost column for deals lost at that stage.
Include skipped stages. By default a deal is only counted in the stages it was actually recorded in. Tick this checkbox to also credit the stages it jumped over on the way to a later one — useful if your team drags deals several columns at once.
A gap between two bars isn't all loss. Some of those deals were lost; the rest are simply still sitting in an earlier stage. The Lost column tells you which is which.
Because the cohort is fixed by creation date, deals created before the period never appear here, no matter how much they moved. See moving deals through stages.
Set probability
Probability can be set in two places, and the deal always wins over its stage.
Per stage:
- Go to Settings → Pipelines and find the pipeline.
- Click the Default win % number next to a stage and type a new one.
- Repeat for each stage. A typical ladder: New Lead 10%, Qualified 30%, Proposal Sent 60%, Negotiation 80%.
See customizing pipeline stages.
Per deal: open the deal and set the Probability to win field on the Details tab for a one-off judgement call. Leave it empty and the deal follows its stage, even as it moves. See how to edit deal fields.
Every stage starts at 100%. That's deliberate — we'd rather show your pipeline at full value than quietly discount it with numbers nobody agreed to. Until you change them, weighted value equals raw value.
Where probability shows up
Weighted value is a deal's value multiplied by its probability. It drives the Weighted pipeline tile and the revenue forecast. Only open deals are weighted — won deals count at full value and lost deals are excluded. Values are converted to your workspace currency first, then weighted.
Example: a 10,000 deal in a stage with a 30% default win % adds 3,000 to the weighted pipeline. If you set that deal's own Probability to win to 60%, it adds 6,000 instead.
If the numbers look off
- Weighted value equals raw value: the stages are still at their default of 100%.
- A stage bar is empty: no deal created in the selected period reached it.
- A deal isn't in the chart: it was created before the period, so it isn't in the cohort.
Related articles: Reports overview, filtering your reports, how to customize pipeline stages.
If anything looks off, use the chat in the bottom-right corner or the contact form — we typically respond within 4 hours on business days.