Sales Forecasting Software

Best Sales Forecasting Software include:

Pipedrive, Zoho CRM, and Salesforce Einstein Analytics (formerly Wave Analytics).

Sales Forecasting Software TrustMap

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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

(1-25 of 35) Sorted by Most Reviews

Salesforce.com
2,386 ratings
247 reviews
Top Rated
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 emplo…
Oracle CX Sales (formerly Oracle Engagement Cloud and Oracle Sales Cloud)
111 ratings
79 reviews
Oracle CX Sales (formerly the Engagement Cloud, and before that the Oracle Sales Cloud) is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration. CX Sales includes modules such as the former BigMachines,…
Zoho CRM
378 ratings
71 reviews
Top Rated
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
167 ratings
53 reviews
Top Rated
Pipedrive is a customer relationship management (CRM) software built to help small teams to drive sales.
Salesforce Einstein Analytics (formerly Wave Analytics)
532 ratings
43 reviews
Top Rated
Salesforce Einstein Analytics is a cloud-based business intelligence solutions and analytics software. It provides users with automated data discovery, CRM-connected analytics, top-down views of data, augmented analytics, predictive insights, and customizable data visualization tools.
InsightSquared Sales Analytics
34 ratings
41 reviews
InsightSquared Sales Analytics is a sales analytics and development platform that also supports demand generation analytics and SaaS reporting. It is designed for providing insights into sales processes, closing rates, pipeline and revenue forecasts, calculating KPIs, and market hiring processes.
NetSuite CRM
52 ratings
25 reviews
NetSuite CRM is built on the same code base as the NetSuite ERP product and is usually used by customers who are already using NetSuite for ERP/Accounting.
Clari
20 ratings
13 reviews
Clari is a predictive sales analytics and sales forecasting solution from the company of the same name headquartered in Sunnyvale.
Nutshell CRM
10 ratings
11 reviews
Nutshell offers a CRM with contact management, calendar sync, click-to-call, and collaboration features.
Predictive Pipeline, from XANT (formerly InsideSales.com)
9 ratings
8 reviews
Predictive Pipeline, available on the Salesforce AppExchange, keeps track of every change in the sales pipeline and predicts quota attainment with over 80% accuracy – on the first day of the quarter. It does this with Neuralytics, the XANT predictive engine. The product is based on C9 Predictive Sal…
Jedox
9 ratings
7 reviews
Jedox is a Business Intelligence and Corporate Performance Management solution. According to the vendor, their solution’s unified planning, analysis and reporting empowers decision makers from finance, sales, purchasing and marketing. Additionally, the vendor says this solution helps business users …
SAP Sales Cloud
17 ratings
4 reviews
SAP Sales Cloud (formerly SAP Cloud for Sales) is a cloud sales application with sales automation, enterprise resource planning (ERP) integration, and collaboration capabilities.
MoData
0 ratings
3 reviews
MoData is an AI-powered sales intelligence software that provides organizations with insights on all major sales metrics to help make data-driven business decisions. Key capabilities include pipeline analysis, sales forecasting, revenue analysis, and account based sales reports. The self-service sol…
SalesDirector.ai
1 rating
3 reviews
SalesDirector.ai is a sales forecasting and coaching tool that uses artificial intelligence to make predictions and recommendations based on combined CRM, Email, Calendaring and call log data.
Aviso Insights
2 ratings
2 reviews
Aviso Insights provides predictive analytics software that is designed to help sales organizations optimize their performance and exceed their revenue goals.
TopOPPS
0 ratings
2 reviews
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.
Fliptop (Discontinued Product)
6 ratings
1 review
Fliptop was a predictive analytics application combining public web data with internal CRM and marketing data to score leads, identify target companies and trigger marketing actions. Fliptop was acquired by LinkedIn in 2015 and integrated with LinkedIn products. Fliptop is no longer available as a …
Azurepath
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 eliminate t…
ForecastPRO
ForecastPRO is a sales forecasting and analytics software solution offered by Business Forecast Systems, Inc.
Right90
Right90 is a sales forecasting and analytics software solution offered by Right90.
Vanguard Sales Forecasting
Vanguard Sales Forecasting is a sales forecasting and analytics software solution offered by Vanguard Software Corporation.
Axtria SalesIQ
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.
FunnelWise
FunnelWise is a revenue and performance analytics tool that connects Sales and Marketing. In addition to revenue attribution, FunnelWise also includes goal tracking and forecasting. Metrics are tracked throughout the funnel and results are visible in real-time. It integrates with Salesforce.com as w…
Atlas Planning Suite
John Galt’s Atlas Planning Suite is designed to streamline the user's S&OP process with comprehensive supply chain planning . The Atlas Planning Suite is an end-to-end value network that provides visibility, statistical forecasting, enhanced collaboration across the organization, inventory manag…
Vortini
Vortini is an analytics solution for sales forecasting and business insight. Vortini offers real-time CRM and ERP integration, customizable dashboards, alerts and warnings, built-in forecasting processes, multi-currency support and more. The vendor’s value proposition is that Vortini adds a layer of…