A weighted pipeline is open deal value multiplied by each deal's probability of closing, usually tied to stage. It produces a forecast that is more honest than raw value, because a million dollars of early-stage deals is not a million dollars of revenue. Weighting applies a realistic win rate to each stage of the funnel. It is the standard way to turn pipeline into a forecast.
In plain English
Think of it as the probable value of what you are working. A deal in the early stage might be worth ten percent of its price to your forecast; a deal at signature might be worth ninety percent. Weighting sums that up into one honest number, and it is what a coverage review actually runs on.
Why it matters to you
Unweighted pipeline makes coverage look better than it is and forecasts sound like hope. Reps who think in weighted terms avoid over-forecasting and set realistic expectations with their manager. In interviews, saying "I forecast off a weighted pipeline" signals you understand the difference between pipe dreams and revenue.
Review your weighting each week so the number you show your manager is always the probable one, not the hopeful one. A forecast you can defend is worth more than a big one you cannot.
For building and keeping a weighted pipeline honest, see Build a Weighted Pipeline.