How much revenue is sitting in my pipeline right now?
The total value of your open deals is one of the most important numbers in your business. But the raw total is misleading without context. Here's how to see pipeline value properly.
The short answer
Sum the deal amounts for all open opportunities in your CRM. But don't stop there. Break it down by stage (how close is each deal?), by expected close date (when will this revenue land?), and by source (where did these deals come from?). The total is useful. The breakdown is actionable.
Why total pipeline value alone is a dangerous number
$500K in pipeline. Sounds healthy. But $200K of it is a single deal in early discovery that may never close. $80K is in deals with close dates that have already passed. $60K has had no activity in 3 weeks. The real pipeline, the deals that are active, advancing, and likely to close, might be $160K.
Pipeline value without a breakdown by stage, health, and timing is just a big number that makes you feel better than you should. The breakdown reveals whether that pipeline can actually produce revenue this month, next month, or at all.
How to see pipeline revenue in HubSpot
- 1Go to Sales → Deals (Board view)
The Board view shows deal values summed at the top of each stage column. This gives you a quick stage-by-stage breakdown. The total across all columns is your raw pipeline value.
- 2Switch to List view for filtering
Click Advanced filters. Filter by close date (this month, next month) to see pipeline by timing. The total at the bottom of the list updates as you filter.
- 3Use the Forecast tool: Sales → Forecast
Navigate to Sales → Forecast. The Deal stage tab shows total pipeline broken down by stage for the selected period. This is the cleanest view of pipeline value by timing and stage combined.
- 4Break down by source or owner
In List view, group deals by “Deal source” or “Deal owner” to see which channels or reps are contributing the most pipeline value.
Total time: 10 minutes. The Board view gives you the instant snapshot. The Forecast tool gives you the structured breakdown.
How to see pipeline revenue in Salesforce
- 1Open Pipeline Inspection
Navigate to Opportunities → Pipeline Inspection. The summary metrics at the top show total pipeline value. Each row shows individual deals with amount, stage, close date, and health indicators.
- 2Create a Pipeline by Stage report
Go to Reports → New Report → Opportunities. Group by “Stage.” Summarize “Amount” as Sum. Filter for open opportunities. This shows total pipeline value at each stage.
- 3Add close date and source breakdowns
Add a secondary grouping by “Close Date” (by month) to see pipeline by expected timing. Or group by “Lead Source” to see which channels are feeding your pipeline.
Total time: 10-15 minutes. Pipeline Inspection gives the quick view. A custom report gives you the grouped breakdowns.
Validate pipeline against what you actually collect
Your pipeline says $400K. But last month's pipeline also said $400K and you collected $78K. Compare your beginning-of-month pipeline value to actual collected revenue (from QuickBooks or Xero) for the last 3 months. This gives you a pipeline-to-revenue conversion rate that makes future pipeline numbers meaningful.
Time investment for pipeline tracking
About 10 minutes per month for the snapshot. The challenge is tracking it over time and comparing to actual revenue, which requires a spreadsheet or saving pipeline totals each month. Most owners check pipeline value sporadically but don't track the pipeline-to-revenue ratio.
Or get your pipeline value broken down automatically
Bottomline pulls your pipeline data every month and presents it with the breakdowns that matter: by stage, by timing, by source, and compared to actual collected revenue.
The key distinction: Bottomline separates active pipeline from stale pipeline so you see the number that matters, not the inflated total. And it tracks pipeline-to-revenue conversion over time so your forecasts get more accurate each month.