Weighted hours = estimated hours/month × win probability — the probability-adjusted load feeding the capacity forecast. Blank cells (–) aren't filled in the sheet yet.
Est. usage = each person's client weekly averages × 4 weeks. Remaining = allotment − usage (red = over). Utilization = usage ÷ allotment; the mark on each bar is the 85% line. Open a person's tab for their client-by-client budgets.
Estimated usage (client weekly averages, held flat) plus probability-weighted pipeline hours — a deal's weighted hours count from its expected close month onward — against total monthly allotment and the 85% hiring line. Shown per week.