What it is
A spreadsheet model for building monthly and quarterly sales forecasts using pipeline stages and conversion rates.
Why it is useful
It helps sales and finance align on assumptions, track variance, and test scenarios quickly.
How to use it
- Input pipeline volumes and conversion rates.
- Adjust seasonality and growth assumptions.
- Review scenario outputs and variance dashboard.
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Related sources
- Salesforce - Forecasting Best Practices
- Harvard Business Review - Sales Forecasting