Sales Forecast Report
Project future revenue based on pipeline opportunities and historical performance data.
Accessing the Report
Reports > Sales > Sales Forecast
Key Metrics
| Metric | Description |
|---|---|
| Committed | Signed contracts not yet started |
| Weighted Pipeline | Opportunities × probability |
| Best Case | All pipeline at 100% |
| Forecast Total | Committed + Weighted |
| Goal | Target revenue for period |
| Variance | Forecast vs. Goal |
Forecast Components
Committed Revenue
Projects with signed contracts:
- 100% likely to close
- Known contract value
- Only timing uncertain
Weighted Pipeline
Active opportunities adjusted by probability:
Weighted Value = Deal Value × Stage Probability %
Example:
- $100K deal at 25% probability = $25K weighted
- $50K deal at 75% probability = $37.5K weighted
Upside Potential
Maximum revenue if all deals close:
- Sum of all pipeline values at 100%
- Represents best-case scenario
Available Filters
| Filter | Description |
|---|---|
| Forecast Period | Month, Quarter, Year |
| Salesperson | Individual or team |
| Opportunity Type | Project category |
| Division | Business unit |
Period Views
Monthly Forecast
- Near-term accuracy
- Operational planning
- Weekly updates recommended
Quarterly Forecast
- Strategic planning
- Resource allocation
- Board reporting
Annual Forecast
- Budgeting purposes
- Long-term planning
- Less precise, update quarterly
Forecast Accuracy
Improving Accuracy
Update regularly:
- Keep deal values current
- Update expected close dates
- Move stalled deals appropriately
Use realistic probabilities:
- Don't inflate to look good
- Adjust based on actual close rates
- Be conservative on timing
Clean the pipeline:
- Remove dead opportunities
- Mark lost deals as lost
- Update stale records
Tracking Forecast vs. Actual
Compare forecasts to actuals over time:
- What was forecasted vs. what closed
- Identify patterns in over/under forecasting
- Adjust future forecasts accordingly
Goal Comparison
Setting Goals
Goals can be set by:
- Company total
- Team or division
- Individual salesperson
- Project type
Variance Analysis
| Variance | Interpretation |
|---|---|
| +20% or more | Likely exceeding goals |
| +10% to +20% | On track with cushion |
| -10% to +10% | On track |
| -10% to -20% | At risk |
| -20% or more | Significant gap |
Export Options
Click Export CSV for:
- Management reporting
- Board presentations
- Budget planning
Common Use Cases
- Monthly planning: Set activity targets based on gap
- Resource planning: Anticipate production capacity needs
- Financial planning: Project cash flow
- Goal tracking: Compare pipeline to targets
Tips
- Update weekly for accurate short-term forecasts
- Don't rely solely on weighted pipeline - review deals individually
- Factor in seasonality for annual forecasts
- Compare to historical close rates for realism
Forecast Meeting Preparation
Use this report to prepare for forecast reviews:
- Run forecast for relevant period
- Note variance to goal
- Identify deals that could move the needle
- List risks and dependencies
- Prepare action plans for gaps
Related Reports
- Pipeline Reports - Opportunity details
- Sales Person Scorecard - Activity to support forecast
- Closing Percentage - Historical close rates