Template

Forecast call template

Each salesperson or team says which deals will close this period and how sure they are, so the business has a number it can plan around.

30 minutesFor Sales managers, their teams, and often financeAgenda room
Change the agenda first

The agenda, with a time for each part

  1. The number we committed to4 min
    • What did we say we would close this period, and where are we?
  2. Deals we are committing10 min
    • Which deals will close, and what evidence says so?
  3. Deals that could go either way8 min
    • What has to happen for each of these to close in time?
  4. What changed since last week5 min
    • Which deals moved in or out, and why?
  5. The number we commit to now3 min
    • What number do we stand behind?

How the notes read afterwards

A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.

Target. $600k; closed $310k.

Committed. $180k across four deals, all with signed proposals.

Either way. $160k; the two biggest wait on budget approval at the customer.

Number. $520k committed, $640k best case.

Running it well

Ways to change it

Monthly with financeAdd cash timing: when the money will actually arrive.
End of quarterDaily for the last two weeks, ten minutes, committed deals only.

When to skip it. If you sell only small self-serve plans; forecast from the numbers instead.

Questions

What is a sales forecast call?

A regular meeting where sales teams report which deals they expect to close in the period and how confident they are, to produce a revenue forecast.

What is the difference between commit and best case?

Commit is the number the team is confident it will close; best case adds the deals that could close if things go well.

How often should sales forecasting happen?

Weekly for most teams, and more often near the end of a quarter.

What happens in the room

Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.

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