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What is a Sales Forecast from CRM Pipeline?

Sales forecasts combining CRM pipeline with actual sales history are considered automated planning tools and are used by sales managers to more accurately estimate sales in upcoming months. One key functionality in this type of forecast template brings in actual year-to-date sales in the first columns and CRM pipeline in the next columns. The latter can be manually adjusted up or down for the most realistic estimate. The final months are automatically populated by the existing budget, yet remain adjustable by the sales manager. For research purposes, the user can drill down on the actual columns to see the underlying sales transactions. You will find an example of this type of forecast template below.

Purpose of Sales Forecast with CRM Pipeline Templates

Companies and organizations use Sales Forecast with CRM Pipeline Templates to quickly generate updated sales estimates based on available data. When used as part of good business practices in a Sales Department, a company can improve its forecasting accuracy as well as mitigate the risk that downstream activities suffer as a result of poor sales forecasting methods.

Sales Forecast with CRM Pipeline Template Example

Here is an example of a Sales Forecast input template combining actual, pipeline and budgeted sales.

Sales Forecast from CRM Pipeline Example

Sales Forecast from CRM Pipeline Example

You can find 100’s of additional examples here.

Who Uses This Type of Forecast Template?

The typical users of this type of forecast template are: Sales Executives and other managers.

Other Forecast Templates Often Used in Conjunction with Sales Forecast with CRM Pipeline Templates

Progressive Sales Departments sometimes use several different Sales Forecast with CRM Pipeline Templates, along with sales reports, sales dashboards, financial forecast reports and other management and control tools.

Where Does the Data for Analysis Originate From?

The Actual (historical transactions) data typically comes from enterprise resource planning (ERP) systems like: Microsoft Dynamics 365 (D365) Finance, Microsoft Dynamics 365 Business Central (D365 BC), Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics SL, Sage Intacct, Sage 100, Sage 300, Sage 500, Sage X3, SAP Business One, SAP ByDesign, Netsuite and others.

In analyses where budgets or forecasts are used, the data most often originates from in-house Excel spreadsheet models or from professional corporate performance management (CPM/EPM) solutions.

What Tools are Typically used for Reporting, Planning and Dashboards?

Examples of business software used with the data and ERPs mentioned above are:

  • Native ERP report writers and query tools
  • Spreadsheets (for example Microsoft Excel)
  • Corporate Performance Management (CPM) tools (for example Solver)
  • Dashboards (for example Microsoft Power BI and Tableau)

Corporate Performance Management (CPM) Technology Solutions and More Examples