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"Stiamo usando Salesforce per accelerare le vendite e passare da un'azienda da 1 miliardo di dollari a una da 2 miliardi", ha dichiarato Sanjeev Babel, vicepresidente associato di Corporate Strategy, Planning, M&A e Sales Excellence di 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 servizio tecnologico globale, assiste alcune delle più grandi organizzazioni del mondo nella trasformazione digitale e nelle esigenze tecnologiche. Mindtree ha collaborato con Salesforce per analizzare i movimenti predittivi e migliorare la pipeline di vendita.
"Abbiamo una grande opportunità di crescita in questi mercati, ma dobbiamo essere molto disciplinati e intelligenti su ciò che vendiamo e su come vendiamo, ed è per questo che abbiamo coinvolto Salesforce", ha dichiarato Babel.
La collaborazione con la piattaforma Salesforce ha permesso a Mindtree di scalare attraverso l'automazione e di semplificare la vita ai rappresentanti. Si può quindi affermare che con i giusti strumenti di previsione delle vendite è possibile identificare i punti in cui è necessario un miglioramento e fornire assistenza in tempo utile.
Ma uno strumento di previsione delle vendite non si limita a snocciolare dati. Questo blog fornisce una panoramica di base su cosa sia un software di previsione delle vendite, su come trovare quello più adatto alle vostre esigenze e altro ancora.
Che cos'è una previsione di vendita?
Tuttavia, per dirla in termini più semplici, la previsione delle vendite è un elemento cruciale del processo di pianificazione finanziaria di un'azienda. Aiuta a prevedere le vendite future sulla base di diversi fattori. Questi fattori includono lo storico delle vendite dell'azienda, l'analisi statistica delle tendenze e la considerazione del clima economico generale.
Ad esempio, un'azienda che vende abbigliamento invernale potrebbe prendere in considerazione i dati storici delle vendite che mostrano un forte incremento delle vendite nei mesi più freddi. L'analisi statistica potrebbe rivelare una tendenza al rialzo delle vendite e fattori economici come l'aumento del reddito disponibile potrebbero sostenere ulteriormente una previsione di vendita positiva.
Quindi, un'organizzazione che utilizza un software di previsione delle vendite potrebbe trarne vantaggio:
- Analizzare grandi quantità di dati e identificare le tendenze per creare previsioni più accurate.
- Ottenere informazioni utili per prendere decisioni strategiche sull'allocazione delle risorse, sulle assunzioni, sugli sforzi di marketing e sui programmi di produzione.
- Collaborazione migliorata all'interno del software.
- Maggiore efficienza grazie all'automazione che libera tempo
- Identificare potenziali carenze o sovrastime per ridurre i rischi prima che abbiano un impatto sulle prestazioni.
- Conoscere le proiezioni delle vendite future aiuterà le aziende ad allocare le risorse in modo più efficace.
I vantaggi di un software di previsione delle vendite derivano dalla sua capacità di fornire approfondimenti basati sui dati. Tuttavia, il suo ruolo in un'organizzazione non si esaurisce qui.
Qual è il ruolo del software di previsione delle vendite in un'organizzazione?
Ecco come il ruolo del software di previsione delle vendite contribuisce al successo di un team di vendita:
- 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
Ora che siamo arrivati a comprendere il ruolo del software di previsione delle vendite in un'organizzazione, parliamo di come funziona.
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.
Come scegliere il giusto software di previsione delle vendite?
La scelta del giusto software di previsione delle vendite implica una valutazione delle esigenze dell'azienda e delle capacità del software. Ecco una panoramica dei fattori chiave da considerare:
1. Comprendere le proprie esigenze
- Dimensioni dell'azienda: Siete una piccola startup, una media impresa o una grande azienda? La scalabilità e le funzionalità variano a seconda del 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. Valutazione delle caratteristiche del software
- Visibilità della pipeline: È possibile vedere la pipeline di vendita in dettaglio, compresi gli stadi delle trattative, le date di chiusura e i valori associati?
- Integrazione dei dati: Il software si integra con il CRM e con altre fonti di dati per fornire una visione olistica?
- Reporting: Does it offer customizable reports with visualizations to analyze trends and identify forecast accuracy?
3. Approcci previsionali
- 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. Scegliere il giusto approccio
- Sales pipeline forecasting: Ideal for companies with a predictable sales cycle and good data on deal sizes and probabilities.
- Previsione delle vendite storiche: Più adatto alle aziende con un ciclo di vendita più lungo o con dati limitati sulle singole transazioni.
5. Prendere la decisione
- Considerate le demo e le prove gratuite: La maggior parte dei software offre demo o prove gratuite. Approfittatene per vedere come funziona il software e se risponde alle vostre esigenze.
- Leggete le recensioni degli utenti: Scoprite cosa hanno da dire gli altri utenti sulla facilità d'uso del software, sulle sue funzionalità e sull'assistenza clienti.
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]
Caratteristiche
- 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.
Caratteristiche
- 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.
Prezzi
- 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.
Caratteristiche
- Win probability forecasting
- Previsioni di vendita
- 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.
Prezzi
- 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.
Caratteristiche
- Cruscotto
- 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.
Caratteristiche
- Integrated CRM and forecasting tools
- Pipeline management
- Revenue tracking
- Lead nurturing
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.
Prezzi
- 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.
Caratteristiche
- Customer relationship management
- Previsioni di vendita
- Flussi di lavoro automatizzati
- 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.
Caratteristiche
- 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.
Prezzi
- Essential: $14.90/month
- Advanced: $24.90/month
- Professional: $49.90/month
- Enterprise: $99/month
Conclusione
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:
- Stabilire, monitorare e mantenere piani di incentivazione per i team di vendita, che aiutano a prevedere le prestazioni di vendita in base agli incentivi offerti.
- Fornire analisi dettagliate delle prestazioni per monitorare le performance di vendita e identificare le tendenze che possono informare i modelli di previsione.
- Supportare le integrazioni API, che possono essere utilizzate per integrarsi con altri sistemi e strumenti.
Migliorare le capacità di previsione delle vendite e prendere decisioni basate sui dati per favorire la crescita del business.
Domande frequenti
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.
