# Pipeline Qualification Health Calculator

> A worksheet-based calculator: score every open deal against 6 qualification criteria, weight it by dollar value, and get an instant health score showing what percentage of your pipeline is actually qualified versus hope-funded.

Free calculator/tool for sales leaders. Topic: [Discovery & Qualification](https://www.peerlab.ai/library/topic/discovery-qualification/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/pipeline-qualification-health-calculator/

## How to use it

Export your open pipeline, score each deal against the 6 criteria in the worksheet, apply the formula to get your QPR, and use the health band to decide whether your forecast needs a re-qualification push before it's presented upward.

## What's inside

- The 6-criterion qualification checklist used to score each deal
- The weighting formula (criteria weighted by forecast impact, not equal weight)
- Step-by-step calculation method with the exact formula
- 3 health bands: Healthy (>65%), At Risk (40–65%), Critical (<40%)
- A fill-in worksheet table for your own pipeline
- A fully worked example with real numbers
- Guidance on how often to run it and who should own the number

### What % of Your Pipeline Is Actually Qualified vs. Hope-Funded

Most pipeline reviews look at stage and dollar value. Neither tells you if the money is real. This calculator scores every open deal against 6 objective qualification criteria and produces a single number: **your Qualified Pipeline Ratio (QPR).**

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## Step 1: The 6 Qualification Criteria
For each open deal, score 1 point per criterion that is **verifiably true** (not "probably true," not "rep believes it's true"):

1. **Quantified pain**: a specific $ / time / risk figure has been stated by the prospect, not estimated by the rep
2. **Confirmed budget**: a number or range has been discussed, and a funding source identified
3. **Verified authority**: the rep has directly spoken with, or been named by, the actual approver
4. **Dated timeline**: a specific decision date exists, tied to a real business event
5. **Known process**, the rep can describe the prospect's evaluation/procurement steps
6. **Active champion**, someone internally has taken an unprompted action in the last 14 days (per the Champion Identification Checklist)

**Deal Qualification Score = criteria met ÷ 6** (e.g., 4 of 6 = 0.67)

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## Step 2, Weight by Dollar Value
Qualification that isn't weighted by deal size hides your real exposure. For each deal:

**Weighted Qualified Value = Deal Value × Deal Qualification Score**

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## Step 3: Calculate the Qualified Pipeline Ratio (QPR)

```
QPR = ( Σ Weighted Qualified Value ÷ Σ Total Open Pipeline Value ) × 100
```

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## Worksheet

| Deal | Value ($) | Pain | Budget | Authority | Timeline | Process | Champion | Score (/6) | Weighted Value |
|---|---|---|---|---|---|---|---|---|---|
| | | | | | | | | | |
| | | | | | | | | | |
| | | | | | | | | | |
| **Totals** | | | | | | | | | |

**QPR = (Total Weighted Value ÷ Total Deal Value) × 100 = ____%**

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## Health Bands

| QPR | Status | What it means |
|---|---|---|
| **65–100%** | **Healthy** | Forecast is defensible; standard cadence |
| **40–64%** | **At Risk** | A significant chunk of "pipeline" is hope; run the Bad-Fit Deal Red Flags Checklist against your lowest-scoring deals this week |
| **0–39%** | **Critical** | Forecast is not trustworthy; freeze new pipeline reporting until top 10 deals by value are re-qualified individually |

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## Worked Example

| Deal | Value | Pain | Budget | Authority | Timeline | Process | Champion | Score | Weighted |
|---|---|---|---|---|---|---|---|---|---|
| Acme Corp | $80,000 | ✓ | ✓ | ✓ | ✓ | ✓ | ✓ | 6/6 = 1.00 | $80,000 |
| Northwind | $50,000 | ✓ | ✓ |, | ✓ |, |, | 3/6 = 0.50 | $25,000 |
| Kingsley | $30,000 | ✓ |, |, |, |, |, | 1/6 = 0.17 | $5,100 |
| **Total** | **$160,000** | | | | | | | | **$110,100** |

**QPR = ($110,100 ÷ $160,000) × 100 = 68.8%: Healthy**, but Kingsley's $30,000 is almost entirely hope-funded and should be downgraded or disqualified regardless of its stage in the CRM.

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## Cadence
Run this monthly at minimum, weekly during forecast-critical weeks (end of quarter). The number should be owned by the sales manager or RevOps, not self-reported by individual reps, to avoid score inflation.