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Sales forecasting software replaces the spreadsheet that most sales teams still use. A spreadsheet forecast is accurate the day it’s built and stale the moment a deal slips, which leaves sales leaders committing to hiring, resourcing, and budget decisions against numbers that have already moved.

Choosing between platforms is the harder problem. Nearly every vendor promises AI-driven accuracy, and from the outside the claims sound identical. This guide covers the ten strongest options in 2026, the evaluation criteria that separate real forecasting from dashboard reporting, and where CRM forecasting fits for sales teams that want the forecast built on the CRM they already run.

Table of Contents

• What is sales forecasting software?
• Benefits of Sales Forecasting Software
• The 10 Best Sales Forecasting Software
• What to Look for in Sales Forecasting Software
• Frequently Asked Questions About Sales Forecasting Software
• Choosing the Right Sales Forecasting Software

What is sales forecasting software?

Sales forecasting software is a tool that predicts future revenue by analyzing historical sales data, current pipeline opportunities, and market or seasonal trends. Rather than relying on static spreadsheets, these platforms pull directly from a CRM (and often from billing, ERP, or marketing systems as well), then apply predictive analytics to generate forecasts that update as deals move through the pipeline.

Most platforms draw on a common set of inputs: past sales trends, deal size and stage, seasonal patterns, rep performance history, and customer buying behavior.

A SaaS company’s forecasting platform might reveal that enterprise deals typically take 120 days to close, or that deals starting with a discovery call close at a 40% higher rate than those that jump straight to a demo. Deal velocity also tends to slow during Q4 budget season. Sales forecasting software turns patterns like these into concrete, time-bound revenue predictions.

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Sales Forecasting vs. CRM Forecasting

Sales forecasting software is the broader category: any platform that predicts revenue using pipeline and historical data, whether CRM-native or standalone. CRM forecasting is the narrower case, where the forecast is built directly within the CRM using deal and contact data already stored there.

A standalone platform can still pull in CRM data and count as sales forecasting software; it just isn’t performing CRM forecasting in the strict sense, since the logic lives outside the CRM. Both are also distinct from demand forecasting, which projects product or inventory demand rather than revenue. The practical question for sales teams is how tightly they want the forecast tied to the CRM they already use, versus how much dedicated forecasting functionality they need beyond it.

Benefits of Sales Forecasting Software

Sales forecasting software improves forecast accuracy by automating data aggregation and applying forecasting logic. The returns show up in four places: accuracy that holds as the pipeline moves, hours returned to selling, planning decisions made with confidence, and a measurable return on the software itself.

Accuracy and Revenue Impact

Forecast accuracy depends less on the model’s sophistication than on whether it can access complete, up-to-date data. Even with AI tools in place, 72% of revenue and sales leaders say their tools don’t have access to the complete, accurate revenue data they need to act on, according to . A forecast built on partial data will be confidently wrong, and it will stay wrong until the underlying data problem is fixed.

Pro tip: Track forecast accuracy over time as a leading indicator of the health of sales operations. A declining accuracy trend often signals CRM hygiene issues or process gaps before they impact revenue.

Time Savings and Efficiency

Manual spreadsheet-based forecasting is less scalable and more error-prone than forecasts generated by dedicated sales forecasting tools, since spreadsheets don’t update as deals move and depend entirely on someone remembering to refresh them. Reconciling revenue data across disconnected systems takes 43% of sales teams six to 10 hours a month, roughly a full business day. 贬耻产厂辫辞迟’蝉 automate routine pipeline tasks and follow-up sequences, so reps spend less time on admin and more time on the deals that actually move the forecast.

As , GTM Architect at LeanScale who previously led RevOps at Atrium, explains, “Forecasting tools should reduce friction for sellers. Updating forecasts isn’t the highlight of a salesperson’s day, so look for software that integrates seamlessly with existing sales data and tools. This helps sellers stay focused on selling rather than manually entering forecast data.”

Strategic Planning Benefits

Reliable forecasts unlock planning that uncertain predictions can’t support. A shortfall ripples into:

• Resource allocation and territory planning
• Inventory and supply chain decisions
• Financial and cash flow management
• Hiring timelines
• Scenario-based risk mitigation

The ROI of Forecasting Software

The return on investment for forecasting software comes from reduced variance in revenue predictions, time savings from automation, and improved deal outcomes through better pipeline visibility. Sales Hub customers see a after six months, according to 贬耻产厂辫辞迟’蝉 2025 ROI Report. A reliable forecast gives sales leaders room to adjust strategy before a miss compounds into a bigger problem.

The 10 Best Sales Forecasting Software

The ten platforms below cover CRM-native forecasting, standalone revenue intelligence, and conversation-driven deal prediction, with options for teams ranging from small to large enterprises. Two have changed names or ownership since this post was last updated, so the prior names appear alongside the current ones:

• Salesforce Sales Cloud is now Agentforce Sales
• BoostUp is now Terret

The table below compares each platform before the detailed reviews.

1.

is built directly into Sales Hub, giving sales leaders a CRM-native way to project revenue without exporting pipeline data to spreadsheets or a separate platform. The tool connects directly to pipeline data in 贬耻产厂辫辞迟’蝉 Smart CRM, so forecasts update as deals move and sales and service teams work from the same records that hold their deal data.

Sales Hub pairs forecasting with , which analyzes customer interactions to predict deal health, surface risks, and recommend next steps. That turns a forecast from something managers read into something reps act on.

Key Features

• Customizable forecast categories and models that default to deal stages and can be renamed, reconfigured, or set to update automatically as deals advance
• Team rollup views that break a forecast down by team, with the ability to drill into individual rep performance from the same view
• Forecast accuracy tracking with historical snapshots, so leaders can compare predictions against what actually closed
• Multi-pipeline forecasting that lets sales teams track revenue by month or quarter while service teams forecast renewals in a separate pipeline
• Forecast permissions that control who sees the tool and who can submit, so a manager can update a rep’s forecast but a rep can only edit their own
• AI forecast projections that generate upper and most-likely revenue ranges alongside the submitted forecast, currently in beta

How Forecasting Works

Setting up a forecast in 黑料吃瓜网 takes four steps. Sales teams:

1. Choose a preferred forecast deal amount from three default options: total amount, weighted amount, or forecast amount.
2. Set up a forecast submission status indicator that alerts anyone who hasn’t updated their forecast within a specified period.
3. Configure the pipeline’s forecast categories, which default to deal stages but can be customized, with an option to auto-update categories as deals move through stages.
4. Assign revenue goals for the team, tracking progress toward monthly, quarterly, or annual targets.

Best for: Sales teams that want CRM-native forecasting without stitching together a separate platform.

Pricing: Forecasting requires Sales Hub Professional at $90/seat/mo billed annually. Enterprise is $150/seat/mo. Both tiers require a one-time onboarding fee: $1,500 for Professional and $3,500 for Enterprise. also offers a free plan and a Starter tier, though forecasting isn’t included at those levels.

What we like: The common complaint about forecasting is that the forecast lives in one system and deal data lives in another, and by the time the two are reconciled, the number is stale. Because the forecasting tool sits within the CRM, it draws directly on , and sales teams can build custom reports to sharpen forecasts without switching tools.

User review: “The platform gives me visibility into deals and assists with revenue forecasting, helping us maintain a predictable sales funnel. I also appreciate the reporting features, as they allow my leader to see what I have in the pipeline, how I’m forecasting, and the health of each deal based on my communication with prospects.” –

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2.

promises up to 98% accuracy, a figure the company cites from a customer case study on consumption forecasting rather than from independent benchmarks.

Aviso’s platform takes an AI-driven approach that leans heavily on prescriptive guidance over predictive scoring alone, helping revenue teams build highly customizable forecasts powered by AI-driven pipeline insights. It goes a step further than most competitors by suggesting what to actually do about a deal’s risk level, not simply flagging that risk exists.

Key Features

• A Time Series AI engine that draws on eight quarters of historical data to generate predictive guidance and sharpen forecast accuracy
• WinScore Insights predicts the probability of successfully closing a deal and suggests levers that could influence deal success
• Scenario forecasting that lets sales teams model “what-if” situations against the current pipeline

Best for: Organizations seeking prescriptive guidance alongside predictive forecasting, particularly enterprise teams with complex, long-cycle B2B sales where forecast accuracy carries real weight.

Pricing: Pricing is available upon request.

What we like: Aviso takes a data-heavy approach to revenue forecasting, and that shows in the sheer volume of data the platform surfaces to users. The actionable guidance layer is the real differentiator, turning insights into concrete next steps rather than leaving reps and managers to interpret a dashboard on their own.

User review: “Aviso helps centralize and visualize key sales data that would otherwise be scattered across different tools. It gives me a single source of truth for pipeline visibility, forecast accuracy, and deal health. This saves me a lot of time I used to spend manually tracking updates or reconciling data between systems. By surfacing insights like deal risk or engagement trends, it helps me focus my efforts on the opportunities that truly matter and improves my overall forecasting confidence.” –

3.

formerly known as Salesforce Sales Cloud, is a sales automation platform that uses data, automation, and artificial intelligence to help sales teams improve efficiency. The forecast management capabilities built into the platform are designed to help sales teams increase prediction accuracy, and the rebrand folded in a deeper layer of AI agents on top of the CRM that’s been there for years.

Key Features

• The ability to factor product families into forecasts
• Four different types of forecasts, each with its own quota and adjustment data
• Einstein AI, which scores which opportunities are likely to close in the current forecast period

Best for: Large enterprises with complex sales structures that need granular forecast segmentation and reporting. Sales teams looking for something simpler or more affordable will likely find a better fit elsewhere on this list.

Pricing

Forecasting requires Pro Suite or higher.

• Pro Suite: $100/user per month, billed annually
• Enterprise: $175/user per month, billed annually
• Unlimited: $350/user per month, billed annually
• Agentforce 1 Sales: $550/user per month, billed annually

What we like: Customers can use Salesforce’s AI engine to surface which new and existing opportunities are likely to close during the current forecasting period. Reps can also see the reasoning behind Einstein’s scoring, rather than treating the score as a black box.

User review: “The main issues we faced before implementing the platform were data fragmentation and admin dependency. Our agents spent too much time typing notes into different platforms, which made forecasting inaccurate and prevented proper follow-ups. Agentforce Sales has fixed these issues through being our one and only smart source of truth.” –

4.

is a customer relationship management platform that offers forecasting as part of its broader performance management suite. The platform lets sales teams build custom forecasts based on conditions specified in the CRM, monitor forecasts across achieved deals, pipeline deals, and pipeline shortages, and automatically generate reports based on forecast numbers.

Key Features

• A warning system that alerts users about discrepancies in their forecasts, such as sales target mismatches and pipeline shortages
• Drill-down analysis to monitor pipelines and performance
• AI-based predictive forecasting and recommendations through Zia, Zoho’s AI assistant

Best for: Cost-sensitive organizations seeking capable forecasting within a broader CRM suite.

Pricing

Zoho offers a free plan, but forecasting requires Standard or higher. Zia’s predictive forecasting features require Professional.

• Standard: $14/user per month, billed annually
• Professional: $23/user per month, billed annually
• Enterprise: $40/user per month, billed annually
• Ultimate: $52/user per month, billed annually

What we like: Zia, Zoho’s predictive AI, can be configured for custom predictions. As long as the prediction matches one of the supported data types and the user provides 200 records to “train” Zia, sales teams can predict everything from deal win probability to expected revenue on a specific field.

User review: “Zoho CRM distinguishes itself through its flexibility and extensive customization options. Being able to tailor modules, workflows, and automation to fit specific business needs without requiring significant development work is a significant benefit … Furthermore, the platform’s reporting and analytics tools offer valuable insights into sales and customer data, supporting more informed decision-making.” –

5.

is a sales CRM built around keeping the pipeline itself clean and visible. The platform pairs a revenue forecast view with reporting that lets sales teams see how projected income shifts as deals move.

Key Features

• Visual sales pipeline with a drag-and-drop editor
• Revenue forecast view for setting up and monitoring forecasts, with reports filtered by forecast period, deal status, pipeline, probability, and team
• AI-powered insights and activity recommendations to help reps prioritize tasks

Best for: Small to mid-sized sales teams seeking straightforward forecasting without complex configuration.

Pricing

Pipedrive’s entry-level Lite plan starts at $14/user/month, but revenue forecasting requires the Growth plan or higher.

• Growth: $39/user per month, billed annually
• Premium: $59/user per month, billed annually
• Ultimate: $79/user per month, billed annually

What we like: The forecast reports are unusually granular for a platform at this price, letting sales teams filter by forecast period, deal status, probability, and team. That’s segmentation normally reserved for enterprise tools, available to a team of five.

User review: “What truly sets it apart is the flexibility of its insights and revenue forecasting. The system turns raw data into actionable intelligence, helping me anticipate results and make smarter decisions.” –

6.

is a sales CRM with AI capabilities, built-in communication tools, and flexible automation, aimed at small and mid-sized businesses focused on lead management. Its forecasting feature is powered by Freddy, the AI assistant that runs across the entire CRM.

Key Features

• Freddy AI forecasting insights that use historical data to flag deals likely to convert within a set period
• Lead scoring tools that rank contacts by conversion likelihood
• A unified database giving a real-time 360° view of leads

Best for: Small to mid-sized businesses focused on lead management with straightforward forecasting needs. However, buyers should note that Freddy’s forecasting insights are available on the Enterprise plan, not the lower tiers most SMBs start with.

Pricing

Freddy’s forecasting insights require the Enterprise plan at $59/user per month, billed annually. Freshsales also offers a free plan for up to three users, plus Growth at $9 and Pro at $39, though forecasting isn’t included at those levels.

What we like: Freddy’s commit suggestions propose which deals belong in the commit number based on historical close patterns rather than gut feel, which is a call most tools leave to the rep. For a smaller sales team without a dedicated RevOps function to push back on optimistic numbers, that’s a useful second opinion.

User review: “The platform’s pipeline and contact management have improved the way we manage our client relationships. Most of all, I like that Freshsales gives me the tools I need without overwhelming me with too much.” –

7.

is a sales engagement platform focused on improving sales productivity by automating and optimizing communication workflows. Its forecasting capabilities sit alongside a broader set of pipeline management tools rather than functioning as a standalone forecasting product.

Key Features

• AI projection that estimates where the sales period will finish, accounting for won business, remaining pipeline, and pulled-in deals
• Modeling that identifies opportunities not yet in the pipeline but likely to close before the period ends
• A scenario planner for modeling bull case, bear case, and most likely outcomes

Best for: Sales teams that prioritize proactive pipeline management and want to catch deal risk early.

Pricing: Pricing is available upon request.

What we like: Outreach frames its AI projection as a second opinion rather than the answer. Managers can inspect the assumptions behind it and apply their own judgment on top of them, which matters when a forecast has to be defended to a board.

User review: “Easily the most robust and capable platform for sales engagement — sequences and governance are highly customizable, and it’s easy to ensure personalization at scale. Their growing platform, including Kaia [Outreach’s conversation intelligence assistant] and forecasting, is impressive.” –

8.

is the forecasting product within Gong’s revenue platform, built on top of the conversation data the company is best known for capturing. Rather than forecasting from CRM stage fields alone, it reads signals from recorded calls, emails, and meetings, so a deal’s health reflects what buyers actually said rather than how a rep categorized it.

Key Features

• Conversation analytics that record, transcribe, and analyze sales calls and meetings
• Deal intelligence with real-time insights into deal health and potential risks
• Forecast submission and analytics for rolling up and pressure-testing a team’s number

Best for: Sales organizations that conduct frequent calls and demos where conversation analysis can meaningfully inform deal predictions.

Pricing: Pricing is available upon request. Gong sells forecasting as a separate product from its core platform, split across two tiers: Gong Forecast Essentials for pipeline and account inspection, and Gong Forecast, which adds forecast submission and AI revenue prediction.

What we like: Gong says its revenue predictor draws on more than 300 signals to score deal outcomes, which is a different set of inputs than tools that work from CRM fields alone. For sales teams already recording every call, that’s forecasting data they’re generating anyway rather than something reps have to maintain.

User review: “Gong centralizes and analyzes these interactions using AI, which makes it easier to spot patterns, improve forecasting accuracy, and ensure teams are following best practices. For me, the biggest benefit has been clearer visibility into customer sentiment and overall deal health without needing to be present in every conversation.” –

9.

is a flexible sales forecasting and pipeline management platform built around custom processes that adapt to a sales team’s specific workflow. Terret was known as BoostUp until its September 2025 rebrand, which introduced what the company calls a “Virtual Revenue Fleet,” a suite of interconnected AI agents layered on top of the original forecasting and pipeline tools.

Key Features

• AI predictions and pipeline risk scoring
• Automated pipeline coverage risk analysis
• Board-ready narratives that explain what moved the forecast and which deals drove the movement

Best for: Sales teams where managers drive forecast accuracy and need tools designed for their specific workflow.

Pricing: Pricing is available upon request.

What we like: When the forecast moves, Terret separates the deals that were pushed out from those that closed or expanded, so the change comes with an explanation. A manager walking into a pipeline review can explain the number, not just report it.

User review: “I appreciate how it gives us clarity around each sales rep’s forecasting and how those forecasts roll up to each sales leader. We use features like forecast roll-ups, Week-over-Week pipeline changes by rep/manager, risk assessment, and AI insights the most.” –

10.

is a sales forecasting solution that lets users build forecasts based on real-time data and predictive insights. It sits within Clari’s broader revenue orchestration platform and is aimed at organizations in which a single forecast must roll up across multiple teams, product lines, and revenue types. Clari merged with Salesloft in December 2025, and both platforms continue to be sold and developed separately.

Key Features

• Real-time forecast visibility for all users, with managers able to see full team rollups
• Scenario modeling and projections that help reps prioritize the deals most likely to move the number
• Multiple forecast rollups across teams, product lines, geographies, and market segments

Best for: Revenue operations teams that need forecasting across multiple revenue streams, not just new business.

Pricing: Pricing is available upon request.

What we like: Clari forecasts across revenue streams most tools leave out, covering renewals, churn, and consumption alongside new business. For a subscription or usage-based company, that’s the difference between forecasting a slice of revenue and forecasting all of it.

User review: “With Clari in place, I significantly reduced time spent on manual reporting and data reconciliation. Forecast accuracy and confidence improved as I aligned around a single trusted source of truth. It transformed revenue operations by converting complex and disconnected data into actionable insights that directly supported execution and strategic planning.” –

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What to Look for in Sales Forecasting Software

Picking sales forecasting software comes down to matching capability to how the organization actually sells. Here’s what separates a tool that earns its keep from one that’s really just a reporting dashboard wearing a forecasting badge.

Accurate and Predictive Analytics

AI-powered sales forecasting software analyzes patterns in deal history and engagement signals to identify pipeline risk. That capability is now a baseline expectation rather than a differentiator: machine learning models trained on historical outcomes and deal characteristics generate predictions that sharpen as more deals close.

Sales Hub includes and buying signal prioritization that surface opportunities requiring attention and help sales teams understand which deals are most likely to close.

Pro tip: Be skeptical of AI claims without specificity. Machine learning forecasting needs a meaningful history of closed deals before its predictions are worth acting on, so ask vendors how much data their models require and how long it takes for accuracy to stabilize.

CRM Integration and Data Sync

Poor CRM data quality reduces the accuracy of any forecast a platform generates, no matter how sophisticated its models are. Sales forecasting software must have seamless CRM integration, pulling real-time data from the system of record without manual exports or batch uploads that introduce latency and errors.

Native integration closes the sync gap that turns a forecast into a snapshot of last week instead of a picture of right now. This is the heart of what CRM forecasting actually means: forecasts built straight from the CRM’s own data, not bolted onto it from a separate system.

lives within the CRM, so there’s no integration to maintain. It draws on the same reps work with every day, providing real-time visibility across every deal stage and automatically updating the forecast as deals advance. Reps and managers end up looking at the same picture of where revenue stands, without anyone exporting anything.

Scenario Forecasting and What-If Planning

Scenario forecasting features model best-case, expected, and worst-case revenue outcomes, giving leaders a range rather than a single number to plan around. What-if analysis extends that to specific assumptions, including accelerated close rates, delayed deals, or a shift in market conditions.

Scenario planning becomes especially valuable during periods of economic uncertainty or rapid growth, when historical patterns may not hold.

Forecast Audit Trail

When a forecast moves, someone has to explain why. A tool that shows the number changed but not what changed it leaves managers reconstructing the answer deal by deal, usually right before the meeting where they need it.

Look for platforms that retain previous forecast submissions with pipeline context attached and identify which deals drove the change, rather than just showing a different total. Outreach’s forecasting tool keeps prior forecasts alongside the notes and pipeline details behind them, and Terret generates narratives that name the deals behind each movement. tracks accuracy over time using historical snapshots, so sales teams can compare predictions against what actually closed.

User-Friendly Dashboards

Reps want deal-level projections, managers need team rollups, and executives want portfolio-level trends. Configurable reporting ensures each user sees relevant insights without information overload.

贬耻产厂辫辞迟’蝉 offer prebuilt and customizable reports on pipeline revenue, target attainment, and rep performance, so sales leaders can make forecasting decisions without manually pulling data together.

Clear ROI Tracking

A useful sales forecast report tracks accuracy over time, compares predicted versus actual outcomes, and surfaces the financial impact of better predictions.

Pro tip: Take the time to train the team properly and maintain clean CRM data. That does more for forecast quality than any sophisticated software feature, and it’s the prerequisite the accuracy gains vendors advertise depend on.

Frequently Asked Questions About Sales Forecasting Software

What is sales forecasting software?

Sales forecasting software is a tool that predicts future revenue by analyzing historical sales data, current pipeline opportunities, and market or seasonal trends. It pulls directly from a CRM or sales system, rather than relying on static spreadsheets, so forecasts update automatically as deals move through the pipeline.

What is CRM forecasting?

CRM forecasting is the practice of generating revenue predictions using data and features native to a CRM, rather than a separate, standalone forecasting tool. It’s one approach within the broader sales forecasting software category. Forecasts are built directly on deal and contact data already stored in the CRM, without exporting anything to a second system.

How do I choose the right sales forecasting software?

Choosing the right sales forecasting software starts with an honest look at the existing tech stack, sales cycle complexity, team size, and budget, rather than chasing the platform with the most features. CRM-native tools tend to fit sales teams that want forecasting built into the system they already use, while standalone platforms make more sense for organizations with more complex, multi-system sales operations. Whatever the choice, forecast accuracy depends more on clean CRM data and consistent team adoption than on any single feature.

Why is sales forecasting important?

Sales forecasting is important because it shapes decisions far beyond the sales team, including resource allocation, hiring timelines, inventory planning, and financial commitments to leadership and investors. Without a reliable forecast, organizations end up reacting to revenue shortfalls instead of catching them early enough to adjust.

What does a sales forecast look like, and how do you create one?

A sales forecast typically breaks down expected revenue by time period, deal stage, and probability of closing, often segmented by rep, team, or region. Creating one means pulling open deals from the CRM, grouping them by stage or forecast category, and applying a probability to each group. A team might forecast $500,000 in “committed” revenue from late-stage deals, $200,000 in “best case” revenue from mid-stage deals, and $150,000 in “pipeline” revenue from early-stage opportunities, giving leadership a range rather than a single estimate.

Choosing the Right Sales Forecasting Software

The right sales forecasting software is the one that fits the existing tech stack, sales cycle complexity, team size, and budget, not the one with the longest feature list. There’s no universal best choice here, only the best fit for where an organization actually stands today and where it’s headed next.

Before comparing platforms, it’s worth taking a realistic look at what’s already in place, including existing sales forecasting processes. Polished product pages are useful for confirming what a specific plan includes, but peer conversation and G2 or Reddit threads tend to be more revealing. That’s where the friction demos intentionally avoid tend to surface.

The organizations that get real value from forecasting software share one priority: CRM hygiene. Clean data beats a clever model every time, producing forecasts managers can trust and act on. Manager adoption matters just as much, since a forecast nobody inspects or challenges is a number rather than a process. The tool rarely fails first. The data feeding it and the discipline around using it are what break.

For sales leaders evaluating where to start, Sales Hub is worth a close look. Its forecasting tools run natively on live pipeline data, so there’s no separate platform to maintain and no sync gap between the CRM and the number leadership is planning around. Managers get rollup reporting on the same records reps update daily, which is the shortest path to a forecast the whole team can defend.

Editor's note: This post was originally published in November 2022 and has been updated for comprehensiveness.

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