The Sales Forecasting Report estimates expected revenue from active opportunities based on stage and expected close timing.
What this report is for
Use Sales Forecasting to review a conservative forecast from the current pipeline. The report is based on active opportunities, estimated values, stages, and expected close dates.
Screen path
Dashboard > CRM > Reports > Sales Forecasting
The screen title is Sales Forecasting Report.
Forecast period
| Option | Meaning |
|---|---|
Monthly (Next 3 Months) |
Forecasts up to the next 3 months. |
Quarterly (Next Quarter) |
Forecasts up to the next 3 months. |
Yearly (Next 12 Months) |
Forecasts up to the next 12 months. |
Use Export to PDF to open a PDF copy of the report.
Forecast metrics
| Metric | Meaning |
|---|---|
Total Pipeline |
Total estimated value of active opportunities in the forecast period. |
Expected Revenue |
Weighted forecast based on opportunity stage. |
Best Case |
Value of more advanced active opportunities. |
Early Stage |
Value of early-stage active opportunities. |
Average Deal Confidence |
Average confidence percentage based on active stage mix. |
The monthly breakdown shows month, pipeline value, weighted forecast, expected closes, confidence level, and trend.
What happens behind the scenes
The report excludes Closed Won and Closed Lost opportunities.
Active opportunities are included when their expected close date is blank or falls within the selected forecast period. Opportunities without an expected close date are grouped into the next month.
Weighted forecast uses conservative stage weights:
| Stage | Forecast weight |
|---|---|
Prospect |
5% |
Connect |
15% |
Present |
30% |
Closing |
60% |
Running or exporting the forecast does not update opportunities, quotes, orders, or accounting.
Troubleshooting
Forecast value is lower than pipeline value
Likely cause: Expected revenue is weighted by stage and is intentionally conservative.
Safe fix: Review stage mix and opportunity estimated values.
Contact support if: Stage and value data look correct but calculations do not.
An opportunity is missing from the forecast
Likely cause: The opportunity is closed, outside the selected period, or has filter timing that excludes it.
Safe fix: Review the opportunity stage and expected close date.
Contact support if: An active opportunity within the period is missing.
Monthly grouping looks unexpected
Likely cause: Opportunities without expected close dates are grouped into the next month.
Safe fix: Add expected close dates to opportunities that should appear in specific months.
Contact support if: Dated opportunities are grouped incorrectly.