CRM & Sales
A sales forecast is an estimate of the revenue a team expects to close in a future period, based on open deals, their stages, and historical win rates.
Definition
A sales forecast is an estimate of the revenue a team expects to close in a future period, based on open deals, their stages, and historical win rates.
A forecast answers a simple question: how much are we likely to sell this period? It combines the deals currently in the pipeline with the probability that each will close to project expected revenue.
Forecasts guide hiring, spending, and targets, so accuracy matters. Common methods weight deals by stage, use historical conversion rates, or rely on rep-committed numbers - often a blend of all three.
Atlas builds the forecast from live CRM data, so as deals move through stages the projected revenue updates without a separate spreadsheet.
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