What is a Sales Forecasting system?
The goal of a sales forecasting system is to ensure that the sales team consistently delivers accurate revenue predictions. It sets out forecast categories, each with characteristics that identify the status of an opportunity and the certainty of the company realizing revenue from it. Specific forecast categories may vary from company to company, but generally include the following categories: Omitted Pipeline Best Case Commit Close Each category from Pipeline through to Close signals that the sales person is becoming more confident that the opportunity will be won. Omitted is a catch-all for opportunities that are lost.
