1
Weighted forecast
Per lead probability times revenue estimate, aggregated across the whole pipeline.
Sales forecast: quarterly revenue on data, not gut feel.
With teamspace sales forecast you estimate quarterly revenue based on your pipeline with probability weighting and historical realisation rates. Part of [CRM software](/crm-software/), included in every plan.
What a sales forecast needs
2
Realisation rates
Historical conversion rates per stage as correction factor. Gut feel becomes data analysis.
3
What-if scenarios
What happens to the quarter if the XY pitch is won? Scenario calculation without touching live data.
Functions around forecast
Aggregation
- Quarter, half-year, fiscal year
- Per practice or sales team
- Per client group
- Per region and industry
- Drill-down to individual lead
Steering
- Threshold alerts on forecast drift
- Realisation rate analysis
- What-if scenarios
- Export for board reporting
- Compare with previous quarter
What sales forecast does
The sales forecast replaces one of the most common gut-feel exercises in mid-sized service firms: the monthly question how much order volume the quarter will actually deliver. Classically the sales lead answers from the head, fed by Excel lists and experience. The variation between forecast and actual typically sits at 20 to 30 percent.
teamspace replaces this with data-driven forecasting: per lead probability times revenue estimate, corrected with historical realisation rates per pipeline stage. The aggregate delivers the forecast per quarter, with drill-down to the individual lead.
Realisation rates as correction factor
Per pipeline stage teamspace measures the percent of leads actually won, averaged over the last 12 to 18 months. If the “pitch” probability is nominally 50 %, but the historical realisation rate sits at 35 %, the system corrects the forecast downward. The forecast moves towards reality instead of target hopes.
What-if scenarios
Strategic questions can be computed as scenarios: What happens to Q3 forecast if the XY pitch is won? If a key client postpones? If we expand into a new region? Scenarios run without touching the production pipeline and can be saved.
Connection to capacity planning
Pipeline forecast and delivery capacity belong together. Forecast values flow into capacity planning and deliver expected utilisation for the next 12 weeks. Whoever sits at 90 % forecast utilisation should slow sales or expand delivery.
Reviewed in the requirements check
Wondering whether teamspace can put your sales forecast on data? In a 15- to 30-minute call we look at your pipeline stages and realisation logic.
Frequently asked questions on sales forecast
How accurate is the forecast?
On a 4-week horizon typically 85 to 90 % accurate, on 12 weeks 70 to 75 %. This depends on pipeline maintenance and the validity of probability factors.
How are realisation rates derived?
From historical data of the last 12 to 18 months. Per pipeline stage we measure how many percent of leads were actually won. This factor corrects the nominal forecast.
Can we separate forecasts per sales team?
Yes. Per practice, sales team, region or industry, separate aggregates. Total picture stays visible to management.
How does the forecast connect to capacity planning?
Pipeline forecast values flow into capacity planning and deliver expected utilisation for delivery teams over the next 12 weeks.
Sales forecast, reviewed in 15 minutes.
In the requirements check we discuss your pipeline stages and realisation logic.