What is sales forecasting software and how does it work?

Sales forecasting software predicts future revenue by analyzing pipeline data, deal activity, conversation signals, and historical close rates. Avoma combines CRM data with conversation intelligence from calls and meetings to score deal health, track pipeline movement, and structure forecast submissions by rep and manager. This gives revenue leaders a forecast grounded in what is happening in deals, not what reps report.

How Avoma's sales forecasting software differ from CRM-based forecasting?

CRM-based forecasting relies on rep-entered data, which is only as accurate as rep discipline allows. Avoma's sales forecasting software adds a conversation intelligence layer, analyzing calls, meetings, and emails to surface deal signals that never make it into the CRM. This means deal health scores, risk flags, and commit validation are based on buyer behavior, not manual updates.

Can sales forecasting software identify deal risk before a rep flags it?

Yes. Because Avoma analyzes conversation content rather than just activity timestamps, it detects risk indicators such as declining engagement, unresolved objections, missing stakeholders, or no activity on a deal before a rep manually flags it in the CRM. This gives managers earlier visibility into at-risk pipeline and time to act before a deal affects the forecast.

What is the difference between commit and best case in sales forecasting?

A commit represents deals a rep or manager expects to close within the period with high confidence, based on verified engagement and buyer signals. Best case covers deals that could close if specific risks are resolved, usually requiring extra follow-up or a final decision from the buyer. Mixing the two inflates the commit number and reduces forecast accuracy. Avoma structures the submission flow around these categories and maps them to custom CRM values to match how your organization defines them.

Forecasts your team can defend

AI-powered revenue forecasting software for confident, evidence-backed forecasts

Avoma helps reps submit confident forecasts using AI-generated deal scores, forecast risks, and conversation intelligence, while giving managers the evidence to validate every commit.

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Saves 15 minutes per meeting

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Where most sales forecasting software stops short

Forecast calls turn into spreadsheet meetings

Reps and managers spend the call building the number instead of debating it. By the time everyone agrees on what's in Commit versus Best Case, there's no time left to talk about the deals that need help.

Commit means something different in every region

One manager counts a deal as Commit at 80% probability. Another waits for signed paperwork. When those numbers roll up to the same forecast, leadership ends up adding categories that were never the same thing.

The forecast number changes shape on its way to the board

Reps round up. Managers round down. By the time a forecast reaches a VP or a board deck, nobody can trace why it moved from what a rep submitted.

Nobody can tell if a rep is improving at forecasting

Without a record of what a rep committed last quarter against what closed, a manager can't coach forecasting skill. They can only judge the number after it's too late to change it.

Avoma: An AI sales forecasting software built on real pipeline signals

AI deal risk detection

Flag at-risk deals before they go cold

AI-powered deal health scores help sales teams improve forecast accuracy by analyzing conversation intelligence, CRM activity, buyer engagement, and pipeline changes. AI-generated Risk Scores, Qualification Scores, and Forecast Risks show at the deal level inside the submission table, so reps make more defensible commit decisions and managers catch underqualified deals before they reach the final number.

Risk Score is driven by conversation intelligence signals from calls, emails, and meeting notes
Qualification Score reflects deal criteria including executive sponsor coverage, next steps, and stakeholder involvement

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Pipeline Health Monitoring

The Pipeline Walk compares your pipeline at the start and end of a period, showing historical and current deal values side by side. A color-coded Pipeline Trend chart shows deal distribution and total value across stages so pipeline reviews start with data.

Period-over-period comparison shows which deals advanced, regressed, or were lost
Drill into any stage to see deal counts, values, and movement at the opportunity level
Overlay forecast submissions on the Pipeline Trend chart to compare pipeline against what was committed

Forecast Submission and History

Track what was committed, changed, and by whom

The Forecast Overview consolidates key pipeline metrics including, target, closed won, commit, open deals, and others, directly into the submission screen. A guided workflow walks reps through Commit, Best Case, Pipeline, and Not Forecasted with per-category deal counts.

Weighted Amount metrics calculate totals based on deal-stage probability, separating likely closes from raw pipeline value
Submission history logs who changed what and when, with prior week comparisons showing how Commit and Best Case numbers shifted
Forecast reminders go out by email or Slack on a recurring schedule, in each person's local timezone, to keep submissions consistent

Quota and Target Tracking

Track quota attainment against pipeline

The Target and Pipeline Overview shows percentage of quota attainment alongside open pipeline and gap coverage. Targets are set at team level, member level, or both, with roll-up computed when a team-level target is not explicitly set.

Set targets by team, by member, or both in the same flow
Attainment percentage updates as deals close and pipeline shifts
Gap and coverage metrics drop away when quota is reached

Revenue forecast rollups

Give leadership a forecast built on deal data

Pipeline, Best Case, Commit, and Closed Won categories roll up by rep and manager into a structured revenue forecasting view. Custom forecast categories map to any CRM property so definitions reflect how your business operates across segments and product lines.

Custom forecast categories ensure Commit, Best Case, and Pipeline mean the same thing across the team before rolling up
Custom amount fields per segment support revenue prediction for multi-product teams
Managers drill into selected deals to validate Commit with deal-level evidence before the number reaches leadership

3 minutes

That's all it takes for reps to submit a forecast

6+

deal reviews per submission. No more gut-feel forecasts

1 in 2

reps submit their forecast the same day they open it.

How Avoma's AI-powered revenue forecasting software improves sales forecast accuracy

Connect your CRM and calendar

Link Avoma to Salesforce or HubSpot. Deal data, stage history, close dates, and custom fields sync across so the forecast dashboard reflects current pipeline status from day one.

AI analyzes conversations and scores deal health

After meetings, Avoma writes notes, next steps, and activity back to your CRM and scores the deal against conversation signals and buyer engagement. At-risk opportunities are flagged before they show up as misses in the forecast.

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Review AI-powered sales forecasts and track revenue goals

Managers check the forecast dashboard to review pipeline health, validate rep commits against deal evidence, and roll up to leadership. This is where revenue intelligence connects conversation data to pipeline reality, giving a forecast built on what is happening in deals, not what reps reported.

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