> ## Documentation Index
> Fetch the complete documentation index at: https://help.hoopai.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Sales Forecasting

> Predict revenue, track weighted pipeline values, and compare forecast accuracy against actual results.

Sales forecasting in the HoopAI platform helps you predict future revenue based on your current pipeline. By assigning forecast categories and weighting opportunity values by stage probability, you get a realistic view of expected income — not just a list of open deals.

<Note>
  Forecasting works with your existing pipeline data. No additional setup is required beyond having opportunities with values and stages configured.
</Note>

## Pipeline forecasting overview

Pipeline forecasting calculates expected revenue by combining two data points for each opportunity:

* **Opportunity value** — the dollar amount of the deal
* **Stage probability** — the likelihood of closing based on the current pipeline stage

The platform multiplies these together to produce a **weighted value** for each opportunity, then rolls up totals by time period, pipeline, rep, or forecast category.

## Weighted pipeline values

Each pipeline stage has an associated close probability. As opportunities advance through stages, their weighted value increases:

| Stage         | Probability | Deal value | Weighted value |
| ------------- | ----------- | ---------- | -------------- |
| Qualification | 10%         | \$50,000   | \$5,000        |
| Discovery     | 25%         | \$50,000   | \$12,500       |
| Proposal      | 50%         | \$50,000   | \$25,000       |
| Negotiation   | 75%         | \$50,000   | \$37,500       |
| Closed Won    | 100%        | \$50,000   | \$50,000       |

<Tip>
  Set stage probabilities in **Settings > Opportunities > Pipeline Stages**. Base them on historical conversion rates for the most accurate forecasts.
</Tip>

## Forecast categories

Beyond stage-based weighting, you can assign a forecast category to each opportunity for manual override:

<Tabs>
  <Tab title="Commit">
    Deals the rep is confident will close this period. These should be in late stages with verbal or written agreement. Commit deals form the floor of your revenue forecast.
  </Tab>

  <Tab title="Best case">
    Deals that are progressing well and have a realistic chance of closing this period, but are not yet committed. These are typically in mid-to-late stages with engaged stakeholders.
  </Tab>

  <Tab title="Pipeline">
    Early-stage opportunities that may close this period but are still being qualified. These deals add upside to the forecast but should not be counted on for planning.
  </Tab>

  <Tab title="Omitted">
    Deals that will not close this period, regardless of stage. Use this category for stalled deals, long-term projects, or opportunities that have been deprioritized.
  </Tab>
</Tabs>

## Revenue prediction

The forecasting dashboard provides three revenue views:

<CardGroup cols={3}>
  <Card title="Weighted forecast" icon="scale-balanced">
    Total expected revenue based on stage probabilities. This is the most common forecast metric and updates automatically as deals move through stages.
  </Card>

  <Card title="Category forecast" icon="layer-group">
    Revenue broken down by forecast category (Commit, Best Case, Pipeline). Gives managers a rep-level view of deal confidence.
  </Card>

  <Card title="Unweighted total" icon="coins">
    Raw sum of all open opportunity values without probability weighting. Useful for understanding total addressable pipeline but not for revenue planning.
  </Card>
</CardGroup>

### Viewing your forecast

<Steps>
  <Step title="Open the forecast view">
    Navigate to **Opportunities > Sales Forecasting** in the left sidebar.
  </Step>

  <Step title="Set the time period">
    Use the date range selector to choose the forecast period — weekly, monthly, quarterly, or custom range. The forecast shows only opportunities with an expected close date within this window.
  </Step>

  <Step title="Filter by pipeline or rep">
    Use the filter controls to narrow the view to a specific pipeline, sales rep, or team. This lets managers drill into individual performance.
  </Step>

  <Step title="Review the summary">
    The top of the page shows total weighted forecast, category breakdown, and trend compared to the previous period.
  </Step>
</Steps>

## Forecast vs actual comparison

After a period closes, the platform compares your forecast to actual results:

| Metric                | Description                                                                                      |
| --------------------- | ------------------------------------------------------------------------------------------------ |
| **Forecast accuracy** | Percentage match between predicted and actual closed revenue                                     |
| **Commit accuracy**   | How often Commit-category deals actually closed                                                  |
| **Slip rate**         | Percentage of deals that pushed to a future period                                               |
| **Upside wins**       | Deals that closed but were not in the Commit category                                            |
| **Coverage ratio**    | Total pipeline value divided by quota — indicates whether there is enough pipeline to hit target |

<Warning>
  A coverage ratio below 3x is a red flag. Most sales organizations need 3-4x pipeline coverage to reliably hit their number, since not all deals will close.
</Warning>

## Using forecasting data for decision-making

Forecasting is not just a reporting exercise. Use the data to drive action:

<AccordionGroup>
  <Accordion title="Identify pipeline gaps early">
    If the weighted forecast is below target with two weeks left in the quarter, you need to generate more pipeline or accelerate existing deals. Do not wait until the period closes to react.
  </Accordion>

  <Accordion title="Coach reps on forecast discipline">
    Compare each rep's Commit accuracy over time. Reps who consistently over-commit need coaching on realistic deal assessment. Reps who under-commit may be sandbagging.
  </Accordion>

  <Accordion title="Prioritize high-probability deals">
    Sort opportunities by weighted value to see which deals will have the biggest revenue impact if they close. Focus team energy on moving these deals forward.
  </Accordion>

  <Accordion title="Plan resource allocation">
    Use the category forecast to anticipate workload. If a large number of Best Case deals are expected to close next month, ensure your onboarding and delivery teams are prepared.
  </Accordion>

  <Accordion title="Set realistic quotas">
    Use historical forecast accuracy and coverage ratios to set quotas that are ambitious but achievable. Quotas disconnected from pipeline reality damage team morale.
  </Accordion>
</AccordionGroup>