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"Nous utilisons Salesforce pour accélérer les ventes et passer d'une entreprise de 1 milliard de dollars à une entreprise de 2 milliards de dollars ", s'exclame Sanjeev Babel, vice-président associé de la stratégie d'entreprise, de la planification, des fusions et acquisitions et de l'excellence des ventes chez Mindtree.
The boldness it requires to make such a demanding foresight come true not only depends on perseverance but rich, actionable analytical data. Mindtree recorded a 40 % increase in pipeline volume, a 15% increase in pipeline velocity, and a 9% increase in productivity, and all credit goes to Einstein Analytics, a reliable sales forecasting software, Pardot, and Tableau CRM.
Mindtree, un service technologique mondial, assiste certaines des plus grandes organisations du monde en matière de transformation numérique et de besoins technologiques. Mindtree a collaboré avec Salesforce pour analyser les mouvements prédictifs et améliorer le pipeline de vente.
"Nous avons une grande opportunité de croissance sur ces marchés, mais nous devons être très disciplinés et intelligents sur ce que nous vendons et comment nous le faisons, et c'est pourquoi nous avons fait appel à Salesforce", a déclaré M. Babel.
La collaboration avec la plateforme Salesforce a permis à Mindtree d'évoluer grâce à l'automatisation et de faciliter la vie des représentants. On peut donc dire qu'avec les bons outils de prévision des ventes, il est possible d'identifier les points à améliorer et de déployer une assistance à temps.
Mais un outil de prévision des ventes ne se limite pas à l'analyse des données. Ce blog vous permettra de comprendre ce qu'est un logiciel de prévision des ventes, comment trouver celui qui répond à vos besoins, et plus encore.
Qu'est-ce qu'une prévision de vente ?
Toutefois, en termes simples, la prévision des ventes est un élément crucial du processus de planification financière d'une entreprise. Elle permet de prédire les ventes futures sur la base de plusieurs facteurs. Ces facteurs comprennent l'historique des ventes de l'entreprise, l'analyse statistique des tendances et la prise en compte du climat économique général.
Par exemple, une entreprise qui vend des vêtements d'hiver prendrait en compte les données historiques des ventes qui montrent que les ventes sont fortes pendant les mois les plus froids. L'analyse statistique pourrait révéler une tendance à la hausse des ventes, et des facteurs économiques tels que l'augmentation du revenu disponible pourraient étayer des prévisions de ventes positives.
Ainsi, une organisation qui utilise un logiciel de prévision des ventes pourrait bénéficier de.. :
- Analyser de grandes quantités de données et identifier les tendances afin de créer des prévisions plus précises.
- Obtenir des informations qui peuvent éclairer les décisions stratégiques concernant l'affectation des ressources, le recrutement, les efforts de marketing et les calendriers de production.
- Amélioration de la collaboration au sein du logiciel.
- Efficacité accrue grâce à l'automatisation
- Identifier les insuffisances ou les surestimations potentielles afin d'atténuer les risques avant qu'ils n'aient un impact sur les performances.
- La connaissance des projections de ventes futures aidera les entreprises à allouer leurs ressources de manière plus efficace.
Les avantages d'un logiciel de prévision des ventes découlent de sa capacité à fournir des informations fondées sur des données. Toutefois, son rôle au sein d'une organisation ne s'arrête pas là.
Quel est le rôle d'un logiciel de prévision des ventes dans une organisation ?
Voici comment un logiciel de prévision des ventes contribue à la réussite d'une équipe de vente :
- Predict future sales outcomes and revenue: This is the core function. By analyzing historical data, market trends, and current sales pipeline information, the software creates a reliable picture of what future sales might look like. This allows businesses to prepare for fluctuations and set realistic goals.
- Optimize resource allocation and planning: Knowing projected sales helps organizations allocate resources like personnel, budget, and marketing efforts strategically. They can prioritize high-potential opportunities, adjust staffing levels based on demand, and ensure they have the right resources in place to achieve their sales goals.
- Enhance decision-making and risk management: Sales forecasting software provides valuable insights that inform strategic decisions. Businesses can identify potential risks, like overestimating sales or understaffing, and take proactive measures to mitigate them. Additionally, data-driven insights allow for better decision-making on pricing strategies, product development, and market expansion.
- Improve sales performance and drive growth: With accurate forecasts, businesses can set achievable goals, optimize sales processes, and motivate sales teams. Additionally, proactive risk management helps prevent missed opportunities and ensures resources are used effectively. Ultimately, it drives sales growth.
- According to NASDAQ, the future of sales forecasting will be AI-driven.
- A Salesforce report has shared that 79% of high-performing sales teams vowed to use sales analytics tools. They have been using it for at least three years.
- According to Forbes, 60% of organizations lack a well-defined or scientific approach to forecasting. This inefficiency can lead to inaccurate predictions.
- A Deloitte report has shared that more than half of the executives, 58% to be exact, questioned the performance management approach that drives neither employee engagement nor high performance
Maintenant que nous avons compris le rôle que joue le logiciel de prévision des ventes dans une organisation, voyons comment il fonctionne.
What are the different types of sales forecast software?
When it comes to sales forecasting, there are two primary methods: qualitative forecasting and quantitative forecasting. Each plays a crucial role in helping businesses predict future sales, but they serve different purposes.
Qualitative forecasting relies on expert opinions, market research, and industry trends rather than hard numbers. It’s ideal for scenarios where historical data is limited—such as when launching a new product or entering a new market. While this method offers valuable strategic insights, it’s not the most precise approach for forecasting specific figures, like next quarter’s revenue.
Many businesses combine qualitative forecasting with sales forecasting software to enhance decision-making. Advanced AI sales forecasting software can supplement human expertise with predictive analytics, helping refine these subjective forecasts.
Quantitative forecasting, on the other hand, is rooted in statistics and historical data. It leverages past sales performance to generate accurate projections, making it the go-to method for financial planning and budgeting. Businesses that use sales forecast software or predictive sales software gain a competitive edge by reducing uncertainty and making informed decisions backed by real data.
Comment choisir le bon logiciel de prévision des ventes ?
Pour choisir le bon logiciel de prévision des ventes, il faut tenir compte des besoins de votre entreprise et des capacités du logiciel. Voici un aperçu des principaux facteurs à prendre en compte :
1. Comprendre vos besoins
- La taille de l'entreprise: Êtes-vous une petite entreprise en démarrage, une entreprise de taille moyenne ou une grande entreprise ? L'évolutivité et les fonctionnalités varient en fonction du logiciel.
- Data needs: How much historical data do you have? What other data sources (e.g., CRM, marketing automation) do you use? Does the software integrate easily with your existing data infrastructure?
- Ease of use: How comfortable are your sales reps with technology? Choose software with a user-friendly interface and consider training options.
- Budget: Sales forecasting software can range from free (with limited features) to quite expensive. Determine your budget beforehand.
2. Évaluer les caractéristiques d'un logiciel
- Visibilité du pipeline: Pouvez-vous voir le pipeline de vente en détail, y compris les étapes de l'affaire, les dates de clôture et les valeurs associées ?
- Intégration des données: Le logiciel s'intègre-t-il à votre système de gestion de la relation client (CRM) et à d'autres sources de données pour fournir une vue d'ensemble ?
- Reporting: Does it offer customizable reports with visualizations to analyze trends and identify forecast accuracy?
3. Approches prévisionnelles
- Sales pipeline forecasting: This approach forecasts based on the current state of your sales pipeline, considering deal sizes, probabilities, and close dates.
- Historical sales forecasting: This approach uses historical sales data to identify trends and seasonality to predict future sales.
4. Choisir la bonne approche
- Sales pipeline forecasting: Ideal for companies with a predictable sales cycle and good data on deal sizes and probabilities.
- Prévision historique des ventes: Mieux adapté aux entreprises ayant un cycle de vente plus long ou des données limitées sur les contrats individuels.
5. La prise de décision
- Pensez aux démonstrations et aux essais gratuits: La plupart des logiciels proposent des démonstrations ou des essais gratuits. Profitez-en pour voir comment le logiciel fonctionne et s'il répond à vos besoins.
- Lire les commentaires des utilisateurs: Découvrez ce que les autres utilisateurs ont à dire sur la facilité d'utilisation, les fonctionnalités et le support client du logiciel.
A comparative table of best sales forecasting tools in 2025
For a thorough understanding of how the sales forecasting software would help, read on.
The 7 best sales forecast software solutions to boost revenue
Accurate sales forecasting is crucial for businesses looking to scale efficiently and optimize revenue. The right sales forecasting software helps sales teams make data-driven decisions, estimate potential earnings, and streamline operations. Below, we explore some of the best sales forecasting software available, highlighting their key features, pricing, and how they help businesses grow.
1. Compass

Compass is sales commission and performance management tool that also lets you forecast sales based on your team targets achieved. It provides businesses with a powerful sales forecasting tool that enhances commission planning and estimation.[AK1]
Caractéristiques
- Simulation: Allows admins to customize commission plans, adjust rewards, modify metric logic, and analyze the impact on sales performance.
- Estimator: Enables sales professionals to predict their earnings from pipeline opportunities.
- Dashboard: Showcases the details in one single place.
How it helps: Compass is a valuable sales forecasting & analytics software for businesses looking to optimize their commission structures while empowering sales teams with accurate earning projections. By using this sales forecasting software, organizations can create incentive-driven strategies that improve overall performance.
Pricing: $20 per month, paid annually or quarterly
2. Salesforce

Source: Salesforce
Salesforce, an predictive sales software, is a leading CRM and sales forecasting tool that offers robust predictive analytics and automation features.
Caractéristiques
- CRM
- Predictive AI
- Process automation
- Reporting dashboards
How it helps: Salesforce’s ai sales forecasting software enhances decision-making by combining qualitative insights with predictive analytics. Businesses can minimize risks and maximize revenue with data-backed sales projections.
Fixation des prix
- Essentials: $25 per user/month
- Professional: $75 per user/month
- Enterprise: $150 per user/month
- Unlimited: $300 per user/month
3. Zendesk Sell

Source: Zendesk
Alt text: Zendesk sales forecast dashboard
Zendesk Sell is an intuitive sales forecasting software that helps businesses close deals faster by providing real-time pipeline insights.
Caractéristiques
- Win probability forecasting
- Prévisions de vente
- Forecasted sales by source report
How it helps: Zendesk Sell automates sales reporting and analytics, reducing the need for manual calculations. Sales teams can efficiently track deals, monitor sales trends, and improve forecasting accuracy using predictive sales software.
Fixation des prix
- Team: $19 per user/month
- Growth: $55 per user/month
- Professional: $115 per user/month
- Enterprise: Contact sales for pricing
Plans billed annually
4. Anaplan

Source: Anaplan
Anaplan is a comprehensive revenue forecasting software that helps businesses with financial planning and sales performance management.
Caractéristiques
- Tableau de bord
- Ad hoc analysis and reporting
- Modeling and simulation
- KPI monitoring
- Qualitative and quantitative analysis
How it helps: Anaplan enables organizations to align sales, finance, HR, and operations through collaborative forecasting. It’s especially beneficial for enterprises seeking an all-in-one sales forecasting & analytics software.
Pricing: Contact for a quote
5. HubSpot

Source: Hubspot
Alt text: Hubspot sales forecast software dashboard
HubSpot offers a powerful CRM and forecasting software tailored to sales, marketing, and customer service teams.
Caractéristiques
- Integrated CRM and forecasting tools
- Pipeline management
- Revenue tracking
- Nourrissement des prospects
How it helps: HubSpot’s sales forecasting programs provide businesses with real-time insights into sales performance. The platform is highly scalable, making it ideal for companies looking for predictive sales software to enhance decision-making.
Fixation des prix
- Starter: $50/month for 1 user
- Professional: $1,780/month for 5 users
- Enterprise: $5,000/month for 10 users
6. Zoho CRM
Image source: https://www.zoho.com/crm/forecasting.html (Added the source, please download and place any dashboard image here)
Source: Zoho CRM
ALT text: Zoho CRM forecasting software dashboard
Zoho CRM is a comprehensive sales management and forecasting tool designed for startups and small businesses.
Caractéristiques
- Customer relationship management
- Prévisions de vente
- Flux de travail automatisés
- Sales reporting tools
How it helps: Zoho CRM simplifies sales forecasting by offering an integrated platform for managing customer interactions and pipeline projections. Businesses looking for an affordable sales forecast software solution will find Zoho CRM a valuable investment.
Pricing: $57 per month per user
7. Pipedrive

Source: Pipedrive
Alt text: Pipedrive dashboard
Pipedrive is a sales-focused CRM with built-in forecasting tools that simplify sales pipeline management.
Caractéristiques
- AI-driven sales forecasting
- Pipeline automation
- Custom reporting tools
- Lead tracking
How it helps?
Pipedrive is ideal for SMEs and enterprise teams looking for an intuitive sales forecasting tool. The platform streamlines sales processes, helping teams prioritize high-value opportunities for better revenue forecasting.
Fixation des prix
- Essential: $14.90/month
- Advanced: $24.90/month
- Professional: $49.90/month
- Enterprise: $99/month
Conclusion
Make smarter choices with sales forecasting software and empower your sales representatives to optimize operations and achieve better sales results. Upgrade your forecasting game with Compass, a sales incentive management software that helps with sales forecasting by providing a comprehensive platform for automating and managing sales incentive programs. It offers a range of features that support sales forecasting, including:
- Établir, suivre et maintenir des plans d'incitation pour leurs équipes de vente, ce qui aide à prévoir les performances de vente en fonction des incitations offertes.
- Fournir des analyses de performance détaillées pour suivre les performances des ventes et identifier les tendances qui peuvent informer leurs modèles de prévision.
- Prise en charge des intégrations API, qui peuvent être utilisées pour intégrer d'autres systèmes et outils.
Améliorer les capacités de prévision des ventes et prendre des décisions fondées sur des données pour stimuler la croissance de l'entreprise.
FAQs
Q: What are the three main sales forecasting techniques?
A: The three main sales forecasting techniques are:
· Qualitative methods (e.g., expert opinion or Delphi method).
· Quantitative methods (e.g., time-series analysis).
· Causal models (e.g., regression analysis to identify cause-and-effect relationships)
How do I calculate a sales forecast?
A: To calculate a sales forecast, start by analyzing historical sales data to identify trends and growth rates. Use formulas such as growth rate-based forecasting, where you apply past growth rates to future projections, or acquisition-based forecasting, which considers the impact of marketing and sales efforts. Also, consider external factors like market trends and economic conditions.
Q: What is an example of a sales forecast?
A: An example of a sales forecast is using a growth rate-based approach. If a company had $300,000 in sales in 2021 with a 20% growth rate from the previous year, it could forecast $360,000 for 2022 by applying the same growth rate.
Q: What are the 7 steps in a forecasting system?
A: The 7 steps in a forecasting system are:
1. Determine what the forecast is for.
2. Select the items for the forecast.
3. Select the time horizon.
4. Select the forecast model type.
5. Gather data to be input into the model.
6. Make the forecast.
7. Verify and implement the result.