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- Sales Forecasting
- Who it's for
- B2B sales teams
B2B sales teams
B2B sales teams need to explain which opportunities support the current period's forecast and what changed since the last discussion. Sales Forecasting connects the category decision to the rep's submission and preserves the manager review. Daily snapshots and close-date movement give the team evidence for a conversation that might otherwise depend on memory.
How Sales Forecasting is set up for you
Rep judgment
Sales Rep compares the automatic category suggestion with customer evidence. An override keeps its reason, and later category movement retains the previous and new call.
Manager review
Sales Manager reads the submitted amounts and notes, then approves the call or reopens it with a concrete explanation. The review time and acting user remain attached to the submission.
Changing close dates
A deal moving beyond the active period appears in the slip review with its earlier date and amount. The manager can connect that event to the rep-period forecast delta.
Target context
Attainment compares the recorded call and closed amounts with the linked quota. The team agrees the target basis before interpreting pace.
B2B sales teams need to explain which opportunities support the current period's forecast and what changed since the last discussion. Sales Forecasting connects the category decision to the rep's submission and preserves the manager review. Daily snapshots and close-date movement give the team evidence for a conversation that might otherwise depend on memory.
Choose a manager and a small group of reps for a familiar quarter. Prepare their quota targets and confirm the user management chain. Review the category rules against actual pipeline stages, then have a rep explain an opportunity that needs a manual override.
Submit the pilot calls and rehearse a manager reopening one with a clear reason. Move an opportunity's close date out of the period and inspect its slip evidence before the next discussion. Finish by comparing the reviewed submissions with the team rollup. Configure CRM ingestion and notification delivery around the team's existing operating process, with an owner for each connection and a check that source identities remain consistent.
Features to start with
Forecast risk
Explain slippage and attainment changes with dated pipeline evidence and AI forecast recommendations.
Forecast calendar
Give the forecast cycle clear periods, submission deadlines and quota targets through final reconciliation.
Pipeline categorization
Apply the forecast taxonomy to opportunities while retaining rep judgment and category-change history.
Roles on the team
- Sales Rep
- Owns assigned opportunities, category judgments and personal forecast submissions within editable periods.
- Sales Manager
- Reviews direct-report submissions and owns team forecast overlays and follow-up.
- Sales Operations
- Maintains forecast calendars, category rules and quota inputs and operates the forecasting automations.
- Finance Analyst
- Reviews quota basis, leadership overlays and forecast-to-actual variance for financial reconciliation.
- Admin
- Maintains user identities, access and the management chain, with forecast decisions owned by the sales team.
Set up Sales Forecasting your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.