Opportunities · 1 min read
Opportunity Forecasting
Forecasting turns your pipeline into a revenue estimate. It uses each opportunity's value, expected close date, probability, and risk to show what's likely to close and when.
If you don't see a Forecast tab in Opportunities, turn it on in Settings > Labs.
Summary view
The summary shows totals such as pipeline value, weighted expected revenue, and won revenue. Click a number to see the opportunities behind it.
Timeline view
Switch between Week, Month, and Quarter to see revenue grouped by expected close date.
Expected revenue
Expected revenue is the opportunity value multiplied by its probability. Set a probability on each stage, or on individual deals, so later-stage deals count for more.
Expected close date
Each opportunity needs an expected close date to show in the right period. Deals without one are listed as missing data.
Risk levels
Deals are marked high, medium, or low risk based on signals such as a close date in the past or no recent activity. You can adjust the risk rules in the forecast settings.
Set it up
- Set probabilities on your pipeline stages.
- Add values and expected close dates to open opportunities.
- Review the risk settings.
- Open the Forecast tab and filter by pipeline or owner.
Keep the data clean
Use the data hygiene list to find deals missing values, close dates, or recent activity. A forecast is only as good as the deals behind it.