Pipeline Forecasting






Skill Level

1 Hr. 02 Mins.





Sales pipeline forecasting is a method of predicting future sales revenue based on a company’s current sales pipeline. By analyzing a pipeline of potential sales opportunities, businesses can forecast their revenue and make better-informed decisions regarding pipelines, sales strategies, and resource allocation.

Forecasting requires accurate data, historical trends, and sound judgment to provide a clear picture of future revenue. Accurate forecasting can help sales teams to identify potential challenges, prioritize opportunities, focus on high-probability deals, and maximize revenue growth. In this course we will examine pipeline forecasting under three interrelated heading s- Science, Art and Judgement.

Completing this course will help you:

Who is the course for?

This course is designed for anyone involved in Enterprise SaaS who wants to learn how to close more deals and do it faster.  You can’t wait a year or more to learn the dynamics of an Enterprise deal nor can you simply hire a costly VP of Sales so you need to tap into the necessary expertise quickly and at low cost.

Learning Path

Positioning where Science, Art and Judgement fit in relative to the other courses in Forecasting

Video 3 Mins

We will look at two popular methods of Sales forecasting and the advantages and disadvantages of each.

Video 3 Mins

This lesson takes a report in Excel that mimics a report from a CRM and shows you how to convert it to a Forecast and from there we look at the two methods and show how each works in practice.

Video 8 Mins

Building on the Science, we look at how 10 different items will enable s to understand the strength of each deal , surface any red flags and improve the robustness of the forecast rather than using (scientific)forecasting methods alone.

Video 17 Mins


Judgement begins with who is forecasting and then from there we look a various judgement biases that affect our ability to call a forecast.

Video 12 Mins

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