Worst, Likely & Best figures should be used when looking at your sales forecasts, helping to determine which sales are most likely to be closed by the estimated closed date.

The Sales Pipeline (This Month) Report shows these three figures at the top of the Report as summaries.

## Worst Value Total

The worst value total is calculated by totalling the value for all leads that are a status of sold/won. Therefore, the worst value total represents the actual sales so far this month. This total will increase as users mark more leads as sold throughout the month.

## Likely Value Total

The likely value total is calculated by totalling the value for all leads that have a guttometer of 50% or over & by working out it's weighted value. For example a lead with an estimated value of £100 & has a guttometer of 50%, would have a likely value total of £50. Furthermore, if a lead had an estimated value of £100 but had a guttometer of 25%, then it would have a likely value total of £0. Therefore, the likely figure will not count any leads that are below 50% as they will not likely come in this month. If a user was to increase the guttometer later in the month, then this will then be represented in the likely value total.

## Best Value Total

The best value total is calculated by totalling the weighted value for all leads using the guttometer. For example a lead with an estimated value of £100 & a guttometer of 50%, would have a best value total of £50. Furthermore, if a lead had an estimated value of £100 & a guttometer of 25% then the best value would be £25. As a result, the best value total represents the total that could be achieved within this month, if all leads were sold at their current guttometer percentage.