Forecasting in sales refers to the process of predicting future revenue or deal outcomes based on current pipeline data, historical sales data, and market conditions. It helps sales teams, leaders, and executives make strategic decisions about hiring, budgeting, goal setting, and resource allocation.

Types of forecasting models:

• Historical forecasting - Based on past performance
• Pipeline forecasting - Based on current deal flow
• Predictive forecasting - Uses AI or analytics to project outcomes