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Because one number hides the shape. £312,000 weighted can be forty even deals or three that decide the quarter, and those are entirely different conversations to have in a review.
Weighted forecasting multiplies each open deal by the probability of its stage and totals the result, showing that figure alongside the unweighted pipeline it came from.
Probabilities are set per stage on each pipeline, so a renewal at Proposal and a new-business deal at Proposal can weigh differently. Both totals are always shown, and either can be broken back down to the rows that produced it.
A quarter reads £312,000 weighted against a £520,000 target. Breaking it down shows £180,000 of it in two deals at 80%, so the honest summary is that the quarter rests on two conversations rather than on coverage.
It cannot correct for stages that are wrong. Weighting is arithmetic applied to your stage discipline, so it inherits every optimistic stage entry underneath it.
Forecast submissions compare it with what each lead actually committed to, goal tracking measures it against target, and Books reads closed deals rather than this figure for revenue.
Yes. Stage probability is set per pipeline, because a renewal at 60% and a new logo at 60% are not the same bet.
Yes, and the override is recorded. Reports can show weighted totals with and without manual overrides.
No. Closed-won is revenue and is reported as such; the forecast covers open pipeline only.
Fourteen days, every module, no card. Or half an hour with someone who will run it on your own records and tell you where it does not help.