Deal Forecasting
Deal forecasting predicts the outcome of sales opportunities in your pipeline—which deals will close, when they'll close, and the expected revenue. Accurate forecasting is critical for resource planning, quota setting, and investor expectations.
Forecasting Methods
Stage-based: Apply historical win rates to each pipeline stage (10% in discovery, 25% in demo, 60% in negotiation). Sum probability-weighted values for forecast.
Rep-submitted: Sales reps estimate close probability and date for each deal. Prone to optimism bias but captures qualitative factors.
AI-powered: Machine learning analyzes deal characteristics, engagement patterns, and historical outcomes to predict close probability more accurately than rules or rep intuition.
Key Factors
- Deal stage and age in stage
- Engagement level (meetings, emails, stakeholders involved)
- Historical patterns for similar deals
- Competitive situation
- Economic conditions and seasonality
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