Sales Forecasting: Predicting future sales results from current pipeline
Sales forecasting is the process of predicting future revenue from the current pipeline, used by sales leaders to commit numbers to the CFO and the board.
What is Sales Forecasting?
Most teams use a category-based forecast: Commit (90%+ confidence), Best Case (60–80%), Pipeline (everything else). Forecast accuracy — actual vs. committed — is the metric VPs are measured on.
Frequently Asked Questions
- What is a sales forecast?
- A predicted revenue number for a future period, built from the current pipeline with probability weighting.