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“We’re using Salesforce to accelerate sales and scale from a $1bn company to a $2bn company," exclaimed Sanjeev Babel, Associate VP of Corporate Strategy, Planning, M&A, and Sales Excellence at 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, a global technology service, assists some of the world's largest organizations with digital transformation and technology needs. Mindtree collaborated with Salesforce to analyze the predictive movements and improve the sales pipeline.
“We have a big opportunity to grow in these markets, but we need to be very disciplined and smart about what we sell and how we sell and that’s why we brought in Salesforce,” claimed Babel.
The collaboration with the Salesforce platform allowed Mindtree to scale through automation and make life easier for reps. So, one can say that with the right sales forecasting tools, one can identify where improvement is needed, and deploy assistance in time.
But there's more to a sales forecasting tool than just crunching data. This blog will ground a basic understanding of what sales forecasting software is, how to find the one that suits your needs, and more.
What is a sales forecast?
However, to put it in a layman's term sales forecasting refers to a crucial element in a company's financial planning process. It helps predict future sales based on several factors. These factors include a company's past sales history, statistical analysis of trends, and consideration of the broader economic climate.
For instance, a company selling winter clothing would consider historical sales data showing strong sales in the colder months. Statistical analysis might reveal an upward trend in sales, and economic factors like rising disposable income could further support a positive sales forecast.
So, an organization that uses sales forecasting software might benefit from:
- Analyzing vast amounts of data and identifying trends to create more accurate forecasts.
- Gaining insights that can inform strategic decisions about resource allocation, hiring, marketing efforts, and production schedules.
- Enhanced collaboration within the software.
- Increased efficiency as automation frees up time
- Identifying potential shortfalls or overestimations to mitigate risks before they impact performance.
- Knowing future sales projections will help companies allocate resources more effectively.
The benefits of sales forecasting software stem from its ability to provide data-driven insights. However, its role in an organization doesn't end here.
What is the role of sales forecast software in an organization?
Here's a breakdown of how the role of sales forecasting software contributes to a successful sales team:
- 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
Now that we have gotten to understanding the role sales forecasting software plays in an organization, let us discuss how it works.
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.
How to choose the right sales forecasting software?
Choosing the right sales forecasting software involves looking at your company's needs and the software's capabilities. Here's a breakdown of the key factors to consider:
1. Understanding your needs
- Business size: Are you a small startup, a mid-sized company, or a large enterprise? Scalability and features will differ depending on the software.
- 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. Evaluating software features
- Pipeline visibility: Can you see the sales pipeline in detail, including deal stages, close dates, and associated values?
- Data integration: Does the software integrate with your CRM and other data sources to provide a holistic view?
- Reporting: Does it offer customizable reports with visualizations to analyze trends and identify forecast accuracy?
3. Forecasting approaches
- 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. Choosing the right approach
- Sales pipeline forecasting: Ideal for companies with a predictable sales cycle and good data on deal sizes and probabilities.
- Historical sales forecasting: Better suited for companies with a longer sales cycle or limited data on individual deals.
5. Making the decision
- Consider demos and free trials: Most software offers demos or free trials. Take advantage of this to see how the software works and if it meets your needs.
- Read user reviews: See what other users have to say about the software's ease of use, functionality, and customer support.
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]
Fitur
- 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.
Fitur
- 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.
Harga
- 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.
Fitur
- Win probability forecasting
- Perkiraan penjualan
- 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.
Harga
- 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.
Fitur
- Dasbor
- 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.
Fitur
- Integrated CRM and forecasting tools
- Pipeline management
- Revenue tracking
- Memimpin pengasuhan
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.
Harga
- 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.
Fitur
- Customer relationship management
- Perkiraan penjualan
- Alur kerja otomatis
- 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.
Fitur
- 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.
Harga
- Essential: $14.90/month
- Advanced: $24.90/month
- Professional: $49.90/month
- Enterprise: $99/month
Kesimpulan
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:
- Establishing, monitoring, and maintaining incentive plans for their sales teams, which helps in forecasting sales performance based on the incentives offered.
- Providing detailed performance analytics to track sales performance and identify trends that can inform their forecasting models.
- Supporting API integrations, which can be used to integrate with other systems and tools.
Improve sales forecasting capabilities and make data-driven decisions to drive business growth.
Pertanyaan Umum
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.
