See the value of your pipeline which takes both the deal amount along with the probability to close to give you a total weighted value. Only tracking the total pipeline value, which may contain deals unlikely to close, can skew your goal progress. The weighted value will give you more insight into whether or not you have enough open deals likely to close in your pipeline to meet your sales goals.
Defined as: The amount of each deal, multiplied by the assigned probability percentage, summed across the entire pipeline.
Example: You have 8 deals worth $1,000 each in your pipeline. 4 are marked with 50% probability and 4 are marked with 90% probability. Your total weighted pipeline value is $5,600.