Sales Forecasting14Forecasting/Analytics applications for sales teams. Includes reports and dashboards, self-service analytics and a forecasting engine to drive sales performance.Salesforce.com1https://media.trustradius.com/product-logos/l0/pv/LVR8JXQCFPV6.PNGZoho CRM2https://media.trustradius.com/product-logos/Rq/BE/PS1PSSHIN9NT.PNGPipedrive3https://media.trustradius.com/product-logos/ia/gG/IA9TBEOFZN1X.PNGInsightSquared Sales Analytics4https://media.trustradius.com/product-logos/aK/N6/6J2VR5TH03L9.PNGNetSuite CRM+5https://media.trustradius.com/vendor-logos/73/WT/2NZDJJ5SROZ9-180x180.PNGOracle Engagement Cloud (formerly Oracle Sales Cloud)6https://media.trustradius.com/vendor-logos/VC/02/T4E108T4IWP2-180x180.PNGIBM Incentive Compensation Management7https://media.trustradius.com/vendor-logos/yf/sf/DNSXTG99HOK3-180x180.JPEGClari8https://media.trustradius.com/product-logos/wV/Tp/41Z2U6FX22AT.JPEGInsideSales.com Predictive Pipeline9https://media.trustradius.com/product-logos/sd/qV/J6SJC5HQIF6F.PNGNutshell CRM10https://media.trustradius.com/product-logos/iF/PC/0OZ3C952SUKX.PNGSalesDirector.ai11https://media.trustradius.com/product-logos/E8/N1/C1IVT41T3TV6.JPEGMoData12https://media.trustradius.com/product-logos/As/v3/UWHIM84QDLNC.PNGDatahug13https://media.trustradius.com/vendor-logos/sW/OA/CZD3RG21S16S-180x180.JPEGTopOPPS14https://media.trustradius.com/vendor-logos/2F/hv/J1LNUF8QUG72-180x180.PNGAvero Slingshot15https://media.trustradius.com/vendor-logos/fP/Oe/NB7TTZKZUX6O-180x180.JPEGAviso Insights16https://media.trustradius.com/product-logos/OL/u3/H8V2SBVUE7NE.JPEGFliptop (Discontinued Product)17https://media.trustradius.com/product-logos/IQ/0c/QZJ8NM0KF1PT.JPEGAzurepath18https://media.trustradius.com/product-logos/dB/8U/XA42OMR44SWI.JPEGForecastPRO19https://media.trustradius.com/product-logos/uI/Tt/VL6BLUB6RAM8.jpegIBM Omni-Channel Pricing Solution20https://media.trustradius.com/product-logos/9N/eR/8HHCDT2T3IWQ.JPEGVanguard Sales Forecasting21https://media.trustradius.com/vendor-logos/xo/X6/S81O4JC31I4B-180x180.GIFRight9022https://media.trustradius.com/product-logos/St/de/FF5COTASWXTE.pngAxtria SalesIQ23https://media.trustradius.com/vendor-logos/dv/Li/TDPENUQJE01X-180x180.JPEGDemand Works Forecasting24https://media.trustradius.com/product-logos/qJ/5f/GG0ZGLQ6OT7Z.pngIBM Cognos Planning25https://media.trustradius.com/vendor-logos/yf/sf/DNSXTG99HOK3-180x180.JPEG

Sales Forecasting Software

Sales Forecasting Software Overview

What is Sales Forecasting Software?

Sales forecasting software evaluates historical business data and produces a report of expected sales based on trends. Forecast reports show sales targets vs. achieved sales vs. potential sales.


Sales forecasting technology aims to answer these questions:

1. What amount of revenue can we expect? This can be organized by salesperson, territory or account.

2. How did actual sales compare to expected sales? If those two numbers don’t match, why not?

3. What method will produce the most accurate forecast?


Sales forecasting software includes templates. These templates run statistical analyses on data and produce sales forecast reports. Typically, users program the templates with “assumptions” to simulate sales behavior and market conditions.


Ultimately, forecasting is a process of self-assessment, market assessment, and self-reflection. Accurate forecasts require detailed finances and business records, as well as external market conditions.

Benefits of Dedicated Sales Forecasting Software

You can create sales forecasts using spreadsheets or a general BI tool. However, the benefits of a dedicated sales forecasting tool are:

  • A UI for Sales (vs. IT or data scientists)

  • Forecast templates

  • Visuals for sales managers

  • Better contextual understanding of forecasts

  • Deep integration with other sales technology


Sophisticated CRM systems often include sales forecasting as a capability.

Sales Forecasting Software Features & Capabilities

Functionality differs depending on the complexity of the product, and whether it’s a point solution or part of a Sales technology suite. Features may include:

  • Sales forecast benchmarking: Forecast sales and compare to company or industry benchmarks.

  • Quick forecasts / Dashboard: A quick overview of sales forecasts.

  • Sales forecast visuals: Clear and helpful visuals.

  • Sales forecast templates: Pre-built templates for forecast reports.

  • Sales forecasting factors: Multivariate forecasting algorithms that allow users to adjust the factors that influence projections.

  • Sales forecast review: Tracks forecast accuracy/model fit and confidence.

  • Sales forecasting management: Ability to manage models and assumptions based on forecast reviews.

  • Custom forecast models: Allows for granular control over the forecasting approach.

  • Record of previous sales forecasts: Record of previous forecasts/audit trail.

  • Sales forecast collaboration: Allows users to collaborate on sales forecasts. For example, different users may access, comment on and adjust forecasts.

  • Data import: Import historical data from CRM systems and other sales software.

  • Export to Excel

Demand Planning vs. Sales Management

Sales forecasting serves two main use cases. First, projections can be used for demand planning. In this ERP-use case, forecasts inform product inventory and resource planning. The goal is to improve production scheduling, inventory management and workforce logistics.


Second, projections can be used to monitor expectations vs. sales performance. This supports corporate planning, as well as sales performance management. It can help with goal-setting, territory and quota adjustments, and compensation plans.

Factors to Consider when Selecting Sales Forecasting Software

Some sales forecasting tools offer static reports. More sophisticated tools offer dynamic forecasts that continually test model fit. In other words, they test how well certain assumptions predict sales accurately.


Either way, the software should document the models used and provide visibility into underlying assumptions. Sales forecasting templates help simplify the math and data analysis. However, they should not be a black box. The mechanisms should be available for review and adjustment.


Projected sales numbers are rarely 100% accurate. Therefore, it is important to understand trends in the inaccuracy of the sales forecasts themselves. This will help managers produce more realistic forecasts in the future. It will also provide insight into what type of operational inefficiencies might arise because of inaccurate forecasts. For example, under-estimation can lead to deliver limitations or customer service failures. Over-estimation can lead to wasted overhead due to over-investment in products and resources.


The most robust sales forecasting tools will perform meta-analysis on the type of errors made in forecasts, and improve model fit accordingly.


Sales Forecasting Products

Listings (1-25 of 33)

Salesforce.com

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Top Rated
2247 Ratings

Salesforce is a web-based CRM application that enables users to forecast revenues and track leads.  It is a leading sales, service, and marketing app. Salesforce.com's Sales (CRM), Service, Platform and Marketing applications are designed to help companies connect with customers, partners, and em...

Zoho CRM

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Top Rated
352 Ratings

Zoho CRM is a simple, very low-cost CRM option for the smaller end of the SMB segment. The product has several useful integrations with other products, including QuickBooks, and Google Apps and Google Docs. The product also has an integrated project management module.

Pipedrive

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Top Rated
139 Ratings

Pipedrive is a customer relationship management (CRM) software built to help small teams to drive sales.

Oracle Engagement Cloud (formerly Oracle Sales Cloud)

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95 Ratings

Oracle Engagement Cloud (formerly Oracle Sales Cloud) is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration.

3 Ratings

According to the vendor, MoData is an AI-powered sales intelligence software that delivers: Hundreds of out-of-the-box Sales KPI charts/reports. Sales Forecasting Deal Scoring Pipeline Prediction Rep Quota TrackingTrack pipeline changes & Funnel progression. Account Based Sales & ...

4 Ratings

Datahug is a sales optimization solution that enables sales teams to increase sales velocity and reduce pipeline risk. The vendor says their solution gives sales managers deep visibility into the sales pipeline while reducing the burden on salespeople to update a CRM. The vendor’s value proposit...

2 Ratings

TopOpps is a sales pipeline management and sales forcecasting solution. This solution provides pipeline visibility and a unified workflow for both inside and outside sales teams. The forecast tool is designed to give users an accurate representation of the sales pipeline in real time.

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Azurepath is designed to automate lead management and performance tracking for insightful business growth. According to the vendor, Azurepath is remarkably easy to use and suitable for any sized business selling any kind of product or service. Visual lead queues for individuals and teams eliminat...

We don't have enough ratings and reviews to provide an overall score.

ForecastPRO is a sales forecasting and analytics software solution offered by Business Forecast Systems, Inc.

We don't have enough ratings and reviews to provide an overall score.

Right90 is a sales forecasting and analytics software solution offered by Right90.

We don't have enough ratings and reviews to provide an overall score.

Axtria SalesIQ is a cloud-based platform that helps sales management run an effective and efficient sales operation. The solution includes modules for planning, deployment and performance management.