{"id":57069,"date":"2022-10-26T05:13:00","date_gmt":"2022-10-26T12:13:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=57069"},"modified":"2025-01-08T14:45:45","modified_gmt":"2025-01-08T03:45:45","slug":"5-accurate-sales-forecasting-techniques-for-predictable-revenue","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/","title":{"rendered":"5 Accurate Sales Forecasting Techniques for Predictable Revenue"},"content":{"rendered":"\n<p>Predictable growth \u2014 showing consistency year over year \u2014 is everything, and the forecast is where it begins. Critical business decisions\u00a0 \u2014 budgets, headcount strategy, resource investment, and future earnings \u2013 set the North Star. Sales leaders spend hundreds of hours thinking about <a href=\"https:\/\/www.salesforce.com\/au\/sales\/analytics\/sales-forecasting-techniques\/\">sales forecasting techniques<\/a> that lead toward predictable revenue and accurate, actionable data. The <a href=\"https:\/\/www.salesforce.com\/au\/resources\/articles\/building-a-sales-forecast-guide\/\" target=\"_blank\" rel=\" noopener\">best sales forecasting techniques<\/a> answer these two simple questions: How much do we plan to sell? And when will we deliver those numbers?<\/p>\n\n\n\n<p>As sales teams work on forecasts, unpredictable events can dramatically change them. But there are principles and truths to help you navigate these changes. Learn 4 ways to start taking a more strategic approach to your forecasting challenges.<\/p>\n\n\n\n<div class=\"layout-five wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Forecast Your Way to Revenue Growth: A Blueprint for Sales Leaders<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\"><\/p>\n\t\t\t\n\t\t\t\t\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">Get Your Blueprint<\/a><\/div>\n\n\t\t\t\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-five.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-five.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-five.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"1-your-forecast-can-change-in-a-flash\">1. Your forecast can change in a flash<\/h2>\n\n\n\n<p>Extreme weather, economic crises, and global pandemics can dramatically change your forecast. What you thought you knew about expected revenue growth can suddenly flip on its head. When that happens, it\u2019s okay to put the forecast aside.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>First and foremost, sales leaders and reps must focus on showing empathy and nurturing relationships. That goes for how we treat our customers and one another internally, because we know employee experience drives business success.<\/p>\n<\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"5 Accurate Sales Forecasting Techniques for Predictable Revenue\" https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>By maintaining customer relationships now, those relationships will help you grow again when it\u2019s time.<\/p>\n\n\n\n<p>Forecasting is especially important for dynamic market environments. The&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">forecast is a critical resource&nbsp;<\/a>to plan for the months and years ahead. As soon as an extraordinary event hits, sales and finance leaders at your company will quickly want to know:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>How\u2019s our pipeline looking today?<\/li>\n\n\n\n<li>What are the best- and worst-case scenarios?<\/li>\n\n\n\n<li>How has the forecast changed from a week or a month ago?<\/li>\n<\/ul>\n\n\n\n<p>You\u2019ll want to slice and dice this data by region, leader, rep, product, and more. To make this possible, reps need to double down on keeping all their data up to date. This is easy with tools like Sales Cloud\u2019s built-in&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/products\/sales-cloud\/overview\/\" target=\"_blank\" rel=\" noopener\">Pipeline Inspection<\/a>. On one screen, you can easily filter opportunities by team or time period and see the most recent activity. This helps your team know what\u2019s happening now, what\u2019s likely to happen next, and what data is missing.<\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d6a33324ec3&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d6a33324ec3\" class=\"wp-block-image size-large wp-lightbox-container\"><img loading=\"lazy\" decoding=\"async\" width=\"1500\" height=\"795\" data-attachment-id=\"57094\" data-permalink=\"https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/sales-forecasting-techniques-body1\/\" data-orig-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png\" data-orig-size=\"1500,795\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"sales-forecasting-techniques-body1\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=943\" data-large-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=1500\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=1500\" alt=\"\" class=\"wp-image-57094\" srcset=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png 1500w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=943&amp;h=500 943w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=768&amp;h=407 768w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body1.png?w=150&amp;h=80 150w\" sizes=\"auto, (max-width: 1500px) 100vw, 1500px\" \/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"2-sales-forecasting-in-five-simple-questions\">2. Sales forecasting in five simple questions<\/h2>\n\n\n\n<p>Before your sales forecasts can appropriately predict \u2018how much\u2019 and \u2018when\u2019, there are five key areas to consider: who, what, where, why, and how. Below are some simple questions to help your sales team establish forecasts with insights that matter:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Who?\u00a0<\/strong>Sales teams should make forecasts based on their prospects. Depending on if the prospects are the decision-makers or just influencers, the forecast will be more or less exact.<\/li>\n\n\n\n<li><strong>What?<\/strong>\u00a0Forecasts should be based on exactly what solutions you plan to sell. Base them on problems your prospects have voiced, which your company can uniquely solve.<\/li>\n\n\n\n<li><strong>Where?\u00a0<\/strong>In what location is the prospect making their buying decision, and where will they use the actual products? Sales teams see better accuracy when they get closer (at least for a visit) to the centre of the action.<\/li>\n\n\n\n<li><strong>Why?<\/strong>\u00a0Why is the prospect or existing customer considering new services? Is there a big event making them consider it now? Without a forcing function, the deal may stall.<\/li>\n\n\n\n<li><strong>How?<\/strong>\u00a0How does this prospect make purchasing decisions? If you\u2019re not accounting for how they\u2019ve done it in the past, it may be fuzzy math.<\/li>\n<\/ul>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>Some of these items are harder to get a read on than others. But it\u2019s important to keep adjusting the data based on what\u2019s happening in the field. A high-pressure scenario is not the time to give up on your forecast.<\/p>\n<\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"5 Accurate Sales Forecasting Techniques for Predictable Revenue\" https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>Some of these elements are plain facts, while others involve conjecture. The more you sell, the better you get at forecasts. That\u2019s why it\u2019s a balance of both art and science.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"3-negative-forecasting-can-highlight-business-risk\">3. Negative forecasting can highlight business risk<\/h2>\n\n\n\n<p>You can also use your forecast to assess current risk to your business \u2014 also called negative forecasting. For example, a customer added a COVID-19 field in Sales Cloud to tag deals and see pandemic impact. The two key benefits they realised are:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The sales team can expedite deals involving a customer needing a product related to COVID-19.\u00a0<\/li>\n\n\n\n<li>The company can track deals lost or pushed due to the crisis.<\/li>\n<\/ul>\n\n\n\n<p>By doing negative forecasting to gauge risk, your forecast evolves with your business.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"4-everyone-in-the-company-needs-sales-forecasts-not-just-the-sales-team\">4. Everyone in the company needs sales forecasts \u2014 not just the sales team<\/h2>\n\n\n\n<p>Every department relies on sales forecasts, because there\u2019s not a part of the organisation that goes unaffected when forecasts are off.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>Sales forecasts help the entire business plan to ship products, pay for marketing, and hire employees. With accurate forecasts, the company makes better investments, like hiring 20 new developers or opening a new sales office in prime territory.<\/p>\n<\/blockquote>\n\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on LinkedIn (Opens in a new tab)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Twitter (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=5%20Accurate%20Sales%20Forecasting%20Techniques%20for%20Predictable%20Revenue&#038;url=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Share on Facebook (Opens in a new tab)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fau%2Fblog%2F5-accurate-sales-forecasting-techniques-for-predictable-revenue%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"5 Accurate Sales Forecasting Techniques for Predictable Revenue\" https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<p>But if forecasts are off, the company faces challenges across all business functions \u2014 from pricing to product delivery, to customer service. Everyone relies on the sales organisation\u2019s ability to pull off an accurate forecast. So don\u2019t underestimate the&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">importance of your forecast<\/a>. Even when things change rapidly, tweak your guidance to help everyone make better decisions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"5-technology-blows-old-school-forecasting-methods-out-of-the-water\">5. Technology blows old-school forecasting methods out of the water<\/h2>\n\n\n\n<p>Sales leaders operate in a ridiculously sophisticated, technology-driven environment. The gut predictions from the most confident sales rep can\u2019t compare to the insights generated by today\u2019s sales forecasting tech.&nbsp;<\/p>\n\n\n\n<p>For example, commercial retail property group Vicinity Centres needed to understand weekly tenant changes while streamlining sales and booking. With a sales forecasting platform, they were able to save 1,000 hours annually with automated reporting, uncover efficiencies through back-office automation and much more.&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">See the full Vicinity Centres story<\/a>.<\/p>\n\n\n\n<p>In Salesforcorce\u2019s own&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/products\/sales-cloud\/features\/\" target=\"_blank\" rel=\" noopener\">internal deployment of Sales Cloud<\/a>, we forecast revenue by:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Monitoring our entire business with a complete view of the <a href=\"https:\/\/www.salesforce.com\/au\/resources\/articles\/sales-pipeline\/\" target=\"_blank\" rel=\" noopener\">total pipeline<\/a>.\u00a0<\/li>\n\n\n\n<li>Tracking our top performers. We look at which reps are on track to beat their targets with up-to-the-minute leaderboards.<\/li>\n\n\n\n<li>Forecasting for complex sales teams.\u00a0<a href=\"https:\/\/help.salesforce.com\/s\/articleView?id=sf.forecasts3_understanding_overlay_splits.htm&amp;type=5\" target=\"_blank\" rel=\" noopener\">Overlay Splits<\/a>\u00a0allows us to credit the right amounts to sales overlays by revenue, contract value, and more.<\/li>\n<\/ul>\n\n\n\n<p>We also use&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/products\/einstein\/ai-deep-dive\/\" target=\"_blank\" rel=\" noopener\">artificial intelligence<\/a>&nbsp;(also known as predictive analytics) to make our forecasts more accurate. For instance, Sales Cloud&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/products\/einstein\/features\/\" target=\"_blank\" rel=\" noopener\">Einstein Conversation<\/a>&nbsp;Insights can track mentions of specific terms during sales calls, then map out trends. This helps managers reconfigure sales strategies to deliver the right products in the right way to prospects and customers.<\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69d6a33327f25&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69d6a33327f25\" class=\"wp-block-image size-large wp-lightbox-container\"><img loading=\"lazy\" decoding=\"async\" width=\"1500\" height=\"798\" data-attachment-id=\"57095\" data-permalink=\"https:\/\/www.salesforce.com\/au\/blog\/5-accurate-sales-forecasting-techniques-for-predictable-revenue\/sales-forecasting-techniques-body2\/\" data-orig-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png\" data-orig-size=\"1500,798\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"sales-forecasting-techniques-body2\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=940\" data-large-file=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=1500\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=1500\" alt=\"\" class=\"wp-image-57095\" srcset=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png 1500w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=940&amp;h=500 940w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=768&amp;h=409 768w, https:\/\/www.salesforce.com\/au\/blog\/wp-content\/uploads\/sites\/4\/2022\/10\/sales-forecasting-techniques-body2.png?w=150&amp;h=80 150w\" sizes=\"auto, (max-width: 1500px) 100vw, 1500px\" \/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<p>A good forecast, sales or otherwise, helps you make better decisions about the future. Should you prepare for a rainy day? Or will it be sunglasses, shorts, and smooth sailing? Great sales forecasting gives you both accuracy and insights to deliver revenue growth and confidence.&nbsp;<a href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">Our blueprint for sales leaders<\/a>&nbsp;shows how the right tools can help you predict, plan, grow and succeed. Get the blueprint to becoming a forecasting pro.<a href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\"><\/a><\/p>\n\n\n\n<div class=\"layout-five wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Forecast Your Way to Revenue Growth: A Blueprint for Sales Leaders<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\"><\/p>\n\t\t\t\n\t\t\t\t\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.salesforce.com\/au\/resources\/guides\/sales-forecasting-blueprint\/\" target=\"_blank\" rel=\" noopener\">Get Your Blueprint<\/a><\/div>\n\n\t\t\t\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-five.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-five.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-five.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sales forecasting techniques lead to accurate numbers and predictable revenue. Don\u2019t plan for \u201cwhen\u201d or \u201chow much\u201d until you read these strategies that work.<\/p>\n","protected":false},"author":394,"featured_media":57072,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"9fe2b4fcf2f04764ae3526c2b989c701","post_meta_title":"","ai_synopsis":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[2468],"sf_content_type":[],"coauthors":[2454],"class_list":["post-57069","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>5 Accurate Sales Forecasting Techniques for Predictable Revenue | Salesforce<\/title>\n<meta name=\"description\" content=\"Sales forecasting techniques lead to accurate numbers and predictable revenue. 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