Revenue Forecasting and Pipeline Value
Learn how to create accurate revenue forecasts, calculate pipeline value, and use data for better business planning.
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Accurate revenue forecasting is essential for business planning, resource allocation, and financial management. Tesoro CRM provides tools for data-driven forecasting based on pipeline value, stage confidence, and historical conversion data.
Forecasting Methodologies
1. Simple pipeline value:
Total sum of all active deal values:
Total Pipeline = Sum of all deal valuesPro: Simple, easy to understand
Con: Overestimates revenue (niet all deals close)
2. Weighted pipeline value:
Multiply deal value × stage confidence percentage:
Weighted Value = Deal Value × Stage Confidence %Example stage confidence:
- Lead: 10%
- Qualification: 20%
- Viewing: 40%
- Negotiation: 70%
- Closing: 90%
Pro: More realistic forecast
Con: Requires accurate stage confidence data
3. Historical conversion forecast:
Based on actual win rates per stage:
Forecast = Pipeline Value × Historical Win RatePro: Data-driven, improves over time
Con: Requires historical data
Using Forecasting Tools
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1. Access Forecast Dashboard
Navigate to Dashboard > Revenue Forecast:
- View current pipeline value
- See weighted forecast
- Review forecast by period (month, quarter)
- Compare to actual won revenue
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2. Configure Forecast Parameters
Customize forecast settings:
- Set stage confidence percentages
- Define forecasting period
- Choose methodology (simple, weighted, historical)
- Filter by agent, team, deal type
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3. Monitor Forecast Accuracy
Track forecast vs actual:
- Compare forecasted revenue to actual won
- Calculate voorspelling nauwkeurigheid percentage
- Adjust confidence percentages based on accuracy
- Refine methodology over time
Practical Forecasting Example
Current pipeline:
- 5 deals in Lead stage: 5 × €200K × 10% = €100K
- 3 deals in Qualification: 3 × €250K × 20% = €150K
- 4 deals in Viewing: 4 × €300K × 40% = €480K
- 2 deals in Negotiation: 2 × €350K × 70% = €490K
- 1 deal in Closing: 1 × €400K × 90% = €360K
Weighted forecast = €1,580K
With historical win rate of 25%:
Historical forecast = (€2.5M total pipeline) × 25% = €625K
Recommendation: Use average of both methods for balanced forecast: ~€1.1M
Forecasting Best Practices
Frequently Asked Questions
How accurate are revenue forecasts?
With accurate data and refined stage confidence, forecasts can be 80-90% accurate within quarterly timeframes. Accuracy improves over time as you collect historical data and adjust confidence percentages.
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