Understanding your forecast

Sellers open Forecasting: their own book. Managers and Execs open Forecasting with a Business / Team / My deals toggle for the whole business, each team, and, when they hold a Sales Seat, their own deals. The account owner can turn Forecasting and Intelligence off for Managers under Account > Privacy. Period switches between this month, this quarter, next month and next quarter.

The Revenue Forecast card

Expected revenue is what your history says: closed revenue plus every deal due this period at its stage's win rate. Under it sit three tiles — Conservative, Expected, Optimistic — from 3,000 simulated runs of those win rates; 8 out of 10 outcomes land between the outer two. The ⓘ on the Expected tile shows the sum stage by stage, with where each rate came from. Each month the card also keeps score: what Signals said, what was expected, what actually closed, and whether the range held.

Forecast vs reality

Beside the Revenue Forecast card, a chart of the forecast's own record. This period: how Expected revenue and Signals moved day by day while closed revenue filled up, against the target. Track record: for each completed month, what Expected and Signals said on day one next to what actually closed. Both come from a snapshot taken every night, so they start the day after you connect and grow from there. Under the chart: Coverage (open pipeline against what is still needed for the target), Run Rate (what you usually close in a month, scaled to the period) and whether the win rates behind the forecast come from your business's own closed deals or are still estimated. The pacing pill above reads against the revenue target set in Setup, with the days left.

The deals table

Top Deals (My Deals on your own book) lists the twenty largest by weighted value: each deal with its days in stage and the amount the calls heard, its stage, its win probability and its weighted value. Search and Filters above the list narrow it by name, stage, risk and, for Managers, team or rep. Click a deal to open its lead: the deal's details, meetings and intelligence live there, with a line saying whether the forecast counts it this period. Pipeline Composition below it is the same pipeline by stage.

The forecast tells you what's likely. The reports tell you why — and that's the best page in the app.