Pipeline and sales forecast

Search, filter and sort on the Pipeline page; on the Forecast page pick a month, quarter or year and see the forecast against target, the period's deals, past period results and forecast accuracy.

Pipeline shows where open opportunities stand today and how they changed during the period; Forecast shows how a period is likely to close against its target. Both use the same opportunity amounts: the entered value or quantity/month × unit price × 12, converted to the base currency (Units and currency).

Pipeline

Pipeline in the sidebar (shortcut G then P). At the top you pick the close period (this month, this quarter…), the start of the change window (since period start, last 7 days…) and the rep. The page shows, in order: period tiles (period start, new, increased, moved in, moved out, decreased, won, lost, open today, overdue), the Pipeline waterfall, a summary of all open projects, the Open projects and signals table and the Change feed.

Search, filter, sort

The bar under the title works like the one on the Companies table:

• Search — matches company name, project name and record ID; press Enter to apply.
• Filter — add conditions: field · operator · value. The fields are those of the opportunity table view: Company, Stage, Amount, Expected close, Owner, Probability, Forecast category, Lead source, Type, Product, Health, Days in stage, Tags, Company city, custom fields… Multiple conditions are combined with and. Applied conditions show as chips under the bar; a chip's × removes it, Clear removes all.
• Sort — Riskiest first (default), Amount, Expected close, Stage, Company, Last activity, Health.

The filter applies to the whole page: tiles, waterfall, open-project summary, table and change feed are all computed from the matching opportunities only. The bar shows a counter such as 7 / 28 open opportunities match. The filter lives in the URL (?f=stage~eq~Qualify), so a shared link opens the same view.

Forecast

Forecast in the sidebar (shortcut G then O). The page shows one period; this month by default.

Choosing a period

• Month · Quarter · Year — the period size.
• ‹ › — previous / next period. The badge next to the period name reads Current period · N days left, Past period or Future period; Back to today returns to the current period.
• Team / rep selector — a single rep's forecast (reps see their own).

The period is kept in the URL: /forecast?g=m&p=2026-10, ?g=q&p=2026-Q4, ?g=y&p=2026.

Current and future periods

The top card summarizes the period at a glance:

Status badge: Target reached · On target with Commit · Depends on Best Case · Below target · No target set. The bar shows won, Commit, Best Case and Pipeline against the target line. The Since period start chips tell you how much Commit has changed since the first day of the period. Below are the weighted expected value, win rate and warnings (open opportunities past their close date, opportunities that slipped out of the period).

The period's deals

The table under the card groups opportunities expected to close in the period by category: Won · Commit · Best Case · Pipeline · Omitted (not in the forecast). Each group's total is shown in its header.

The forecast category comes from the stage (Settings → Stages); change it per opportunity with the selector in the row — the page recalculates and the change is written to the opportunity's change log. Choosing the stage's own category removes the manual override. Category names are Commit, Best Case, Pipeline, Omitted.

Past period result and accuracy

When you go back to a past period with ‹, the card shows the period result:

Start-of-period values are not stored separately; they are reconstructed from each opportunity's change log (stage, amount, close date, category) — so you can view past periods from before v38 too. For records older than the log the values are approximate.

The strip below counts what happened to what was planned: Planned and won · Won outside the plan · Not closed (slipped) · Lost / cancelled. The period's deals table uses the same groups, with a planned / unplanned tag on each row.

Periods chart

Under the card, periods as stacked bars — the months of the year when a month is selected, quarters for a quarter, the last four years and next year for a year: won, plus Commit, Best Case and Pipeline for open periods, and a dashed target line (quota for a rep). The selected period is highlighted; click a bar to open that period. How is it calculated? shows the definitions and a per-stage probability / category table.

Tabs

• Overview — everything above.
• Reps — per rep: quota, won, a bar against quota, Commit forecast, with Best Case, open pipeline, win rate and the latest weekly forecast (✓ week 41 · C 120K · B 260K). Click a rep's name to open their forecast.
• Periods and targets — the 12 months of the year with quarter and year totals: target (admins type into the cell and press Enter), won, %, Commit, Best Case, Pipeline, weighted, start-of-period Commit and accuracy. ✎ in a Commit / Best Case cell enters a manager or rep adjustment. The Volume targets switch shows unit-based target and order columns. Rep quotas are entered on Settings → Rep quotas from the header.
• Weekly forecast — every week a rep submits a Commit / Best Case forecast and a short note for the current and next month; resubmitting in the same week overwrites the previous one. Past submissions and a trend chart are on the same tab.

Stage presets

Ready-made presets in Settings → Stages:

• Quick start — 4 stages: Lead · In progress · Won · Lost; no rules. The default for a new installation.
• Technical sales process — 8 stages: Qualify · Viable · Present Solution · Negotiation · Expect to Close · Win · Lost · Cancel; with BANT, face-to-face visit and trial gates. Details: Stages and gates.

Probability and forecast category are set on each stage row; the Forecast page uses them.