Definition
A projection of revenue expected to close in a period, built from deal values, close dates and stage probabilities.
Sales forecast explained
Most CRMs offer a weighted forecast (value times stage probability) and a rep-submitted forecast (commit, best case, pipeline). Advanced forecasting is often a higher-tier feature.
Forecasts are only as good as close dates and stages, so data hygiene matters more than the forecasting tool.
Also referenced in: Deal · Sales pipeline