Forecast Your Opportunity Pipeline

Sales teams including reps, forecast managers, and other sales leaders use the Forecasts page and its rich set of features to analyze and verify whether their forecast is on track, and to a call about their sales target.

• Pipeline Forecasting Best Practices
  Review key guidelines to get the most out of your opportunity-based forecasts.
• Managing Pipeline Forecasts
  Get an all-in-one view and place to manage your sales team’s expected revenue in the Forecasts tab.
• Pipeline Forecasting Charts
  Use built-in charts to visualize the state of your forecasts and better assist sales reps in meeting their sales targets. With forecast charts, see the changes to the current period’s forecasts across forecast types and measure how this period’s forecasts compares to past periods, without having to manually crunch the numbers.
• Adjustments in Pipeline Forecasts
  A forecast adjustment indicates an assessment about the sales value that a forecast manager or sales rep feels confident of closing during of the forecast period. Adjusting Best Case and Commit forecasts values is a way to accurately gauge where a sales team is on their path to hitting its sales numbers. An adjustment doesn’t change the underlying gross rollup and doesn’t appear in reports. It just adds a layer of detail to a forecast.
• Manager Judgments in Pipeline Forecasts
  As a forecast manager, you assess your forecasts during each period and adjust the forecast as you receive new information and circumstances change. To create the most accurate forecast possible, apply your judgment about whether you consider an opportunity part of the forecast total. Applying your judgment as a forecast manager provides visibility into which deals you have the highest confidence to close and a more accurate picture of your forecast to managers above you in the hierarchy.
• Capturing Pipeline Forecasts at a Point in Time
  Forecast submissions are your best estimate of the revenue or quantities that you expect to close during the forecast period. Typically required weekly, the submission takes a snapshot of your forecast at the time you make the submission. As management levels review forecast rollups, they compare the current forecast against the submitted forecast numbers and quota, and know that the forecast is up to date. Any differences better inform the forecast for the entire sales team and the business.