Salesforce Metric
Sales
Sales Pipeline Value = Sum of Amount for all Open Opportunities (StageName not in Closed Won or Closed Lost)
Sales Pipeline Value is the combined amount of all open Salesforce opportunities that have not yet been closed won or closed lost. It is drawn from the Amount field on each Opportunity record, filtered to active sales stages, and gives a single figure for the revenue currently working its way through the funnel. Reading it alongside stage and close date shows not only how much is in play but how reachable it is.
Full guide: definition, formula, and benchmarksSalesforceSalesSales Pipeline Value
Sales Pipeline Value is the combined amount of all open Salesforce opportunities that have not yet been closed won or closed lost. It is drawn from the Amount field on each Opportunity record, filtered to active sales stages, and gives a single figure for the revenue currently working its way through the funnel. Reading it alongside stage and close date shows not only how much is in play but how reachable it is.
How to calculate sales pipeline value
Why sales pipeline value matters for Salesforce users
Salesforce records every opportunity, but the raw Amount column does not tell a sales leader whether the team is on track. Aggregating open opportunity value into a single pipeline figure shows whether there is enough live demand to hit the quarter, well before deals reach the close stage. When pipeline value falls short of the coverage ratio a team needs, it is an early warning that prospecting, not closing, is the problem.
Tracking the figure over time also exposes where value gets stuck. A pipeline that stays flat while new opportunities keep arriving usually means deals are stalling in a particular stage, and that is something a manager can act on with coaching or process changes rather than waiting for the forecast to miss.
Understand and act on sales pipeline value with KPI Tree
Sync your Salesforce Opportunity data into your warehouse and compute Sales Pipeline Value in KPI Tree, filtering to open stages and summing the Amount field by stage, owner, and close date. Place it in a metric tree above the metrics that drive it, such as contact conversion rate and activity volume per rep, so you can see which inputs move the pipeline rather than just watching the headline number.
Assign RACI ownership so the sales leader is accountable for pipeline value while individual reps are responsible for the opportunities feeding it, and set a weekly review cadence tied to your forecast call. KPI Tree keeps the figure current as Salesforce updates flow through and flags when pipeline value drifts away from the coverage your targets require.
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Related Salesforce metrics
Contact Conversion Rate
CRMMetric Definition
Contact Conversion Rate = (Contacts with Opportunities / Total Qualified Contacts) x 100
Contact conversion rate measures the percentage of contacts in Salesforce that become associated with an opportunity. It evaluates the effectiveness of lead qualification, nurturing, and sales development at converting the contact database into active pipeline.
Activity Volume per Rep
CRMMetric Definition
Activity Volume per Rep = Total Logged Activities / Number of Active Reps
Activity volume per rep measures the total number of logged activities (calls, emails, meetings, tasks) per sales representative in Salesforce over a defined period. It quantifies the effort each rep invests in customer-facing and pipeline-building activities and serves as a baseline for evaluating activity efficiency.
Contract Value Analysis
CRMMetric Definition
Contract value analysis examines the distribution and trends of contract values across Salesforce opportunities and contracts. It segments total contract value (TCV) and annual contract value (ACV) by customer segment, product mix, contract term length, and sales rep to identify pricing patterns, discount behaviours, and deal structuring trends that influence long-term revenue.
Account Health Score
CRMMetric Definition
Account health score is a composite metric that evaluates the overall strength of a customer relationship using Salesforce data. It combines activity recency, opportunity pipeline status, support ticket trends, product adoption signals, and engagement frequency to produce a single score indicating whether an account is thriving, stable, or at risk.
Explore sales pipeline value across integrations
All Salesforce metrics
Account Health ScoreActivity Volume per RepMarketing ROIAverage Resolution TimeContact Conversion RateCustomer Acquisition CostCustomer Lifetime ValueDashboard Adoption RateDeal Stage ProgressionForecast AccuracyLead Conversion RateLead Response TimeLead Scoring EffectivenessOpportunity AgingWin RatePipeline Coverage RatioSales Pipeline VelocityQuota AttainmentReport Usage AnalysisRevenue by Product LineSales Cycle LengthSales Rep Performance AnalysisTerritory Performance AnalysisUser Adoption RateWin/Loss AnalysisContract Value AnalysisCustomer Churn PredictionCustomer Renewal RateDeal Stage Conversion AnalysisDeal VelocityEmail Engagement AnalysisLead Source AttributionMarketing Qualified Lead RatePipeline ValueSales Velocity AnalysisUpsell Cross-sell AnalysisAccount Growth RateActivity Based AnalysisAverage Deal SizeCampaign Attribution AnalysisCampaign ROICase Resolution TimeChurn Risk AnalysisContact Engagement ScoreCustomer Segmentation AnalysisLead Source AnalysisMonthly Recurring RevenueOpportunity Stage AnalysisPipeline VelocityProduct Performance AnalysisQuote To Close RateSales Funnel AnalysisSales Rep Quota AttainmentEmpower your team to understand and act on Salesforce data
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