Sales Forecasting runs the recurring call from opportunity classification to a rep's submission, manager review and leadership rollup. Sales Operations sets the forecast periods, category rules and quotas.
Forecast periods in one list
Sales Manager reviews the rep's Submitted forecast and records approval or an explanatory reopening note.
Every feature works on the same records. Pick one to see the screen your team works in.
Give the forecast cycle clear periods, submission deadlines and quota targets through final reconciliation.
Forecast category rules
| Rule code | Name | Priority | Match stage type | Match stage name | Match probability min | |
|---|---|---|---|---|---|---|
| FCR-CLOSED | Closed deals to closed won | 60 | Open | Closed won | 45 | |
| FCR-COMMIT | Signed agreement to commit | 140 | Won | Contract sent | 85 | |
| FCR-LIKELY | Verbal approval to most likely | 190 | Lost | Verbal approval | 45 | |
| FCR-BEST | Proposal review to best case | 920 | Open | Proposal review | 70 | |
| FCR-PIPELINE | Discovery deals to pipeline | 390 | Won | Discovery | 70 |
Apply the forecast taxonomy to opportunities while retaining rep judgment and category-change history.
Opportunity categorization
| Opportunity | Period | Rep | Category | Auto category | Override reason | |
|---|---|---|---|---|---|---|
| Stonepath multi-site agreement | January 2027 | Nora Jensen | Best case | Omitted | Buyer confirmed signed order | |
| Willow Creek team upgrade | Q1 2027 | Ethan Walsh | Unqualified | Most likely | Legal review moved to next month | |
| Cedar Vale analytics rollout | October 2026 | Nora Jensen | Closed won | Most likely | Budget approval is still pending | |
| Willow Creek team upgrade | January 2027 | Mateo Rivera | At risk | Pipeline | Renewal amount revised by finance | |
| Willow Creek team upgrade | January 2027 | Grace Chen | At risk | Closed won | Sponsor confirmed December close |
Prepare the rep's category amounts and carry the submission into a documented manager decision.
Forecast submissions
| Submission number | Period | Manager | Status | Submitted at | Reviewed at | |
|---|---|---|---|---|---|---|
| FS-87860 | January 2027 | Ethan Walsh | Draft | 24 Oct | 29 Oct | |
| FS-12866 | October 2026 | Nora Jensen | Submitted | 14 Oct | 18 Oct | |
| FS-45852 | January 2027 | Ravi Shah | Manager reviewed | 31 Oct | 07 Nov | |
| FS-17667 | Q1 2027 | Leo Nakamura | Locked | 04 Nov | 07 Nov | |
| FS-72796 | October 2026 | Ibrahim Okoye | Reopened | 21 Oct | 23 Oct |
Follow rep submissions up the management chain and keep leadership overlays separately explained.
Forecast rollups
| Period | Scope | Owner | Child submission count | Total commit | Total best case | |
|---|---|---|---|---|---|---|
| November 2026 | Team | Camila Torres | 40 | 130 | 880 | |
| February 2027 | Region | Ravi Shah | 8 | 50 | 190 | |
| December 2026 | Org | Ravi Shah | 4 | 450 | 390 | |
| December 2026 | Team | Ibrahim Okoye | 15 | 670 | 660 | |
| October 2026 | Region | Fatima Saeed | 16 | 740 | 650 |
Explain slippage and attainment changes with dated pipeline evidence and AI forecast recommendations.
Slipped opportunities
| Opportunity | Rep | From period | To period | Old close date | New close date | |
|---|---|---|---|---|---|---|
| Stonepath multi-site agreement | Grace Chen | Q4 2026 | March 2027 | 15 Oct | 22 Oct | |
| North Quay support expansion | Ibrahim Okoye | October 2026 | December 2026 | 19 Oct | 22 Oct | |
| Willow Creek team upgrade | Mateo Rivera | November 2026 | November 2026 | 28 Oct | 05 Nov | |
| Harborline operations pilot | Ibrahim Okoye | January 2027 | January 2027 | 13 Oct | 19 Oct | |
| Silver Marsh service renewal | Grace Chen | November 2026 | November 2026 | 25 Oct | 28 Oct |
Test forecast assumptions against a dated pipeline baseline and compare the result by category.
AI calls
| Opportunity | Rep | Period | Model | Score | Confidence | |
|---|---|---|---|---|---|---|
| Stonepath multi-site agreement | Leo Nakamura | February 2027 | Stage-weighted baseline | 65 | Low | |
| Cedar Vale analytics rollout | Camila Torres | March 2027 | Historical conversion model | 30 | Medium | |
| Silver Marsh service renewal | Ethan Walsh | Q4 2026 | Renewal risk model | 45 | High | |
| North Quay support expansion | Grace Chen | Q1 2027 | Quarter-end close model | 50 | Low | |
| Eastbank reporting contract | Camila Torres | February 2027 | Territory trend model | 40 | Medium |
From rep forecast to period outcome ships ready to use. One step needs a named approval before the work moves on: Review manager call (Sales Manager).
Set the calendar, deadline and quota basis, then prepare each rep's Draft submission.
Apply category rules and retain the rep's override reason when judgment differs.
Prepare category amounts and commentary and send the current call to its manager.
Approve the submitted call or reopen it with a clear explanation for the rep.
Follow child submissions through the management hierarchy with leadership adjustments kept visible.
Compare the locked final call with closed-won outcomes before completing the quarter.
Open any forecast period to see its ai calls, the roles that work on it, its process stages and its approvals on one page.
Fiscal label, Start date, End date and Submission due at.
Each line is linked to this forecast period.
Sales Rep, Sales Manager and Sales Director, each with their own permissions.
Prepare period, with the role that acts.
Review manager call, with who decides.
FY26 October · Week
| Opportunity | Rep | Period |
|---|---|---|
| Stonepath multi-site agreement | Leo Nakamura | February 2027 |
| Cedar Vale analytics rollout | Camila Torres | March 2027 |
| Silver Marsh service renewal | Ethan Walsh | Q4 2026 |
Signed in as Sales Manager
| Decision | Approver | |
|---|---|---|
| Review manager callApprove the submitted call or reopen it with a clear explanation for the rep. | Sales Manager | |
| Approve forecast submissions | Sales Manager |
Everyone opens Sales Forecasting to the work that is theirs. Pick a role to see what it starts with.
Owns assigned opportunities, category judgments and personal forecast submissions within editable periods.
This is the first screen this role sees.
Forecast periods · Sales Rep
Reviews direct-report submissions and owns team forecast overlays and follow-up.
This is the first screen this role sees.
Forecast submissions · Sales Manager
| Submission number | Rep | Manager | Period | Submitted at | Currency | |
|---|---|---|---|---|---|---|
| FS-33444 | Aisha Patel | Leo Nakamura | Q4 2026 | 04 Nov | USD | |
| FS-32762 | Mateo Rivera | Ibrahim Okoye | October 2026 | 13 Oct | EUR | |
| FS-31837 | Fatima Saeed | Aisha Patel | Q1 2027 | 25 Oct | GBP | |
| FS-90501 | Grace Chen | Ibrahim Okoye | December 2026 | 25 Oct | CAD | |
| FS-20646 | Camila Torres | Fatima Saeed | October 2026 | 24 Oct | AUD |
Owns regional forecast review and documented adjustments to the regional call.
This is the first screen this role sees.
Forecast periods · Sales Director
Owns the organization forecast and leadership scenarios with separately recorded overlays.
This is the first screen this role sees.
Forecast periods · VP Sales
Oversees the guarded quarter lock and close schedule and the executive forecast review.
This is the first screen this role sees.
Forecast periods · CRO
Maintains forecast calendars, category rules and quota inputs and operates the forecasting automations.
This is the first screen this role sees.
Forecast periods · Sales Operations
Reviews quota basis, leadership overlays and forecast-to-actual variance for financial reconciliation.
This is the first screen this role sees.
Forecast periods · Finance Analyst
Maintains user identities, access and the management chain, with forecast decisions owned by the sales team.
Explain submission progress, leadership judgment and final outcomes from their source records.
This quarter
How far records got this quarter
| Stage | Reached | Step | |
|---|---|---|---|
| Open | 29 | ||
| Locked | 9 | 31% | |
| Closed | 4 | 44% |
Sample counts per stage
Which reps have prepared, submitted or completed manager review for the period?
Which opportunities moved between categories, who changed the call and why?
Which child submissions contribute to the current team, regional and organization totals?
What adjustment did each leader make, and what reason supports it?
How do the recorded closed, commit and forecast amounts compare with the linked target?
Review slipped opportunities by Rep and from period alongside matching forecast delta, retaining old and new close dates and submission references.
Where does the model recommendation differ from the rep's category, and what reasons accompany it?
Show scenario outputs under Scenario and Category with baseline amount, projected amount, delta amount and computed at.
How did the final call compare with the period's closed-won outcomes?
See how Sales Forecasting fits your kind of team.
Keep the rep's customer judgment visible from opportunity classification through the manager's call.
Trace the organization forecast through team and regional calls with separately explained leadership overlays.
Review renewal and expansion opportunities with a clear quota basis and period-end comparison.
Each stage, from rep forecast to period outcome, names the role that acts and the status it records, so a change is never anonymous.
Each stage, the role that acts and the status it records
Ask for the evidence behind a call while keeping category and approval decisions with the sales team.
Set up connections through ERP.AI and Proto workflows, with every change logged.
Every record lives in a table you can see, extend and export. Add fields or whole tables in Proto.
Browse all 23 tablesStart with one team and one process, then add the rest once the basics are running.
Select a familiar quarter and a small reporting chain. Agree the forecast measure, submission currency and quota basis with Finance Analyst.
Admin validates users and manager relationships. Sales Operations prepares the period, deadline, categories, stage mappings and quotas.
Test rule priority and manual overrides against pilot opportunities. Confirm that category changes retain their history and that repeated evaluation preserves the intended opportunity-period record.
Open the period, prepare the rep call and exercise manager approval and reopening. Recompute team, regional and organization rollups and explain any leadership overlays.
Move an opportunity beyond the period and inspect the slip and delta. Review an AI recommendation with its reasons and compute a scenario against a known snapshot.
$0per user
The base account and everyday work in the ERP.AI app are free, for every user.
| Usage | Per $1 |
|---|---|
| Record reads (list, filter, get) | 20,000 |
| Search or aggregate queries | 4,000 |
| Record writes | 4,000 |
| Imported or synced records | 200,000 |
| Workflow runs | 2,000 |
| AI agent runs | 2,000 |
| Scheduled jobs or webhooks | 20,000 |
| File uploads (MB) | 2,000 |
| CSV or PDF exports | 100 |
Click Get started, then use Proto to configure Sales Forecasting for your business. Begin with a pilot quarter, a small reporting chain and agreed quotas. Rehearse categorization, rep submission, manager review and a final period reconciliation before expanding the cycle.
Sales Operations configures priority-ordered rules using stage, probability, amount and period conditions. The categorization procedure updates the opportunity-period record. Sales Rep can retain a manual category with an override reason while the automatic suggestion is refreshed.
Sales Manager reopens the Submitted call with an explanatory note. The rep follows the agreed correction and resubmission procedure. An approved review records the reviewer and time on the submission.
Submission status changes trigger recomputation through user-to-manager relationships. Rollups identify the period, scope and owner and update the existing team, regional and organization totals. Check the reporting chain and latest recomputation time before using those amounts in the leadership discussion.
Sales Manager, Sales Director and VP Sales can record an adjustment with its type, amount, category and reason. The adjustment stays separately identifiable from the child submission totals so the next reviewer can explain the leadership judgment.
The slip procedure checks a close-date move from inside the active open period to outside it. It records the earlier and new dates and affected amount, then recomputes the rep-period forecast delta for review.
The recommendation includes the model, score, confidence, suggested category and cited reasons for the opportunity. Review the run date and compare those reasons with the rep's customer evidence before changing the call.
A scenario uses a selected pipeline snapshot date and explicit inputs to compute category projections. Keep the planning comparison separate from the rep submission, and route an intended official change through the normal manager review procedure.
The guarded lifecycle first locks an Open quarter that has genuinely ended and freezes its submissions. A Locked quarter becomes Closed when the required forecast-variance evidence already exists. CRO and Finance Analyst review the resulting outcome basis.
Configure the delivery channel used for submission reminders and manager pace alerts. Rehearse the intended recipients and deadline timing and confirm the delivery outcome during the pilot. The connections guide covers that setup.
Start free, then use Proto to change fields, steps and approvals before your team goes live.