Sales Forecasting

The prediction of future sales revenue for a given period.

Definición

Sales forecasting is the process of predicting how much revenue will close in a future period (next quarter, year). Methods include: weighted pipeline forecasting (opp value × probability), commit/best-case/worst-case categories, rep-submitted forecasts with commit/upside breakdown, and regression models on historical pipeline data.

Puntos clave

• Weighted pipeline: simple but relies on accurate probabilities
• Commit forecasts: rep's high-confidence subset of pipeline
• Forecast accuracy is itself a metric — teams track actuals vs forecast over time
• Roll-up forecasts aggregate per-rep submissions up to the VP