Accurate sales forecasting is challenging.
Whether you run weekly or monthly forecasting calls, teams can come prepared with updated data to set sales goals, anticipate prospect behavior, and count on predictable revenue - only to be surprised the next quarter.
The current economic uncertainty makes it even more challenging for sales teams to accurately predict their revenue path.
However, sales forecasting tools can help you take on this challenge and steer your way through the wild waters.
But which one is right for you?
Here’s how to decide which sales forecasting software is best for your needs.
List of best sales forecasting software in 2023
Check out an overview of each solution that made our list:
- MediaFly Intelligence 360
By the way, this article is one in a line of pieces on the best sales tech stack. If you're interested, check out our other articles, like on the best sales productivity tools.
Types of sales forecasting software
Sales forecasting software is generally broken down along two broad functionalities:
1. Based on sales pipeline
Sales pipeline forecasting tools are designed to help sales teams manage their current deals and identify opportunities that are likely to close in the future.
This type of software uses predictive analytics to optimize the sales process and prioritize actions, as well as to forecast demand and market trends.
It also helps teams identify trends in deal behavior, enabling them to better tailor their sales strategies.
2. Based on historic sales
On the other hand, historical sales forecasting software helps teams analyze past performance in order to inform their decisions going forward.
This type of software uses algorithms to identify correlations and trends in data to forecast sales performance.
Forecasting software that falls into the historical sales category is great for budgeting, forecasting quarterly and annual performance, and for understanding historical trends.
Key features to look for in sales forecasting software
Making a final decision on one tool in a sea of many can be rough. But it helps to know what key features to look for as a starting point. Keep the following in mind when vetting your best options:
1. Dynamic vs. static forecasts
While static forecasts are useful, dynamic forecasts — which update sales reports in real-time — may give you an edge.
While they both provide businesses the ability to accurately forecast future trends, one may make it easier for teams to optimize their strategies for long-term success.
2. Importing capabilities
Importing features are essential components in sales forecasting software, as they allow teams to quickly and easily integrate data from multiple sources. In turn, teams get an accurate picture of market trends and make better sales decisions.
Your sales forecasts are only ever as good as the data it’s created from. This means you can’t skimp on importing features that’ll affect how you ingest data.
As you look through different sales forecasting options, look for data integration features that enable you to ingest fresh third-party data as needed.
Centralizing data from multiple sources in one platform enables your forecasts to run from one source of truth — which is crucial for high-performing sales teams.
3. Real-time alerts
You need to respond quickly to any changes thrown your way. With automated features like real-time alerts, you make sure your team stays competitive as they respond quicker to market changes.
How we created this list
We created this list with a handful of criteria in mind, including:
Forecasting capabilities were taken into account when evaluating forecasting solutions as it is essential for teams to be able to accurately predict future trends and respond to changing market conditions in order to maximize their opportunities for success.
For example, some tools go as far as incorporating AI capabilities that read the data to uncover pipeline risks so sales teams can get a complete picture of the status of every deal.
How it integrates and works with data:
Teams gain a better understanding of the market and inform their strategies when they’re able to source and integrate data from multiple sources.
The more data integration options, the better as it's likely to better fit the existing sales tech stack and is more scalable going forward.
Real-time alerts ensure teams are not left behind in a rapidly changing market, as it allows them to respond quickly and efficiently to changes.
It’s preferable to work with software solutions that offer speedy updates and real-time alerts so teams can stay on top of market changes.
We went through customer reviews of various sales forecasting solutions to get a candid look at how existing users felt about each tool.
Naturally, the better the overall reviews, the better the chances a solution had of making it in our list.
Best sales forecasting software for 2023
Best for mid-market to large 1000+ businesses.
A comprehensive set of data integrations.
Gong.io is an exciting sales forecasting solution that’s built to give you insights into the risk of every deal in one intuitive dashboard. Better yet, it integrates with over 100 different data sources so you’re able to get the most comprehensive view possible.
Its powerful AI-powered analytics engine is one of its standout features, providing valuable insights and recommendations to improve forecasting accuracy. The platform is easy to use and offers robust reporting and visualization capabilities, which means tracking sales performance becomes a breeze.
Pricing details change depending on specifics like the size of your team. Here’s an overview:
- $5,000 (base price) + $1,600 per user per year billed annually for up to 49 users
- $5,000 (base price) + $1,520 per user per year billed annually for 50 - 99 users.
- $5,000 (base price) + $1,440 per user per year billed annually for 100 - 249 users.
- $5,000 (base price) + $1,360 per user per year billed annually for 250+ users.
4.7 out of 5 stars (G2)
“Gong is a plugin that automatically joins calls and records them for you so you do not have to take notes yourself. It connects to Google Meet, Zoom, and I believe even Teams. It is able to break down conversations to give reps an understanding of deal likelihood and help forecast. It has a ton of power.”
- Thomas S., Account Executive, Mid-Market(51-1000 emp.)
Best for a wide range of small to larger sales teams.
Best feature: We're biased, but hear us out. Good data hygiene is crucial for accurate forecasts. Through Weflow's ability to auto-capture activity data, our customers achieve around 92% forecasting accuracy.
Weflow is built to get your Salesforce data hygiene under control, which is essential to forecasting accuracy and pipeline visibility. While it doesn’t directly orchestrate forecasting for you, Weflow does take care of tasks that are equally important: it enables accurate forecasting and perfectly complements your sales forecasting efforts.
Our free Chrome Extension and web app auto-sync rep activity and deal to Salesforce — from pipeline edits, meeting notes, activity logs, to tasks. As sales teams improve the capturing of relevant deal data, they enable accurate forecasts. And even before, Weflow shows you which deals are at risk in real-time.
Check out our free Chrome Extension.
- You can use Weflow for free. Add to Chrome and boost your sales forecasting accuracy now.
- Paid plans start at $39 per user/month.
What customers think about Weflow:
With a rating of 4.8 out of 5 on G2, customers are raving about the following:
“Salesforce is clunky when it comes to updating data and it's a jungle, which results in reps not updating their data, and management can never fully trust it. Weflow improved our data quality score by approx. 20% within a short time (better management decisions), while setting free time for reps to spend prospecting.”
— Benjamin Beivers, Chief Revenue Officer at REMERGE
Medium-sized to enterprise businesses.
On-demand sales and analytics features with real-time updates.
Mediafly is designed to inform your entire revenue journey with pipeline management and forecasting tools. Who needs to play a guessing game with spreadsheets when you get to use machine learning scores to validate human input and automation to stay on top of ongoing changes?
The software is also incredibly user-friendly, as it provides teams with a clear and intuitive dashboard that allows users to easily access and manage their data.
According to TrustRadius, plans start at $65 per seat per month. To get started with Mediafly, you need to contact its team to get a quote.
4.4 out of 5 on G2
“Some of the ways the forecasting was set up took a bit of getting used to, was generally flexible to our business model but there were nuances to how the system tracks engagement and deal statuses that took a bit of getting used to.”
- Tim J., COO, Mid-Market (51-1000 employees)
Teams looking for AI-enabled forecasting and sales tools.
Unifies all sales data and uses AI to uncover forecasting insights.
Aviso is a cloud-based, AI-driven sales forecasting software designed to help sales teams predict revenue more accurately. It uses real-time data and predictive analytics to provide teams with comprehensive insights into their current performance and future prospects.
Though Aviso doesn’t publicly disclose pricing, you can request a demo to learn more.
4.2 out of 5 from G2.
“The ability to toggle different deal stages and have it be applied to each bucketed forecast category is great. Also, being able to create dashboards of certain types of deals is essential.”
- Clarke B., Enterprise Account Manager, Mid-Market(51-1000 employees)
Enterprise businesses looking for a robust sales forecasting solution.
Real-time data updates and visualization.
Anaplan offers powerful analytics and insights, including the ability to access, analyze, and compare large amounts of contextual data in real-time. This gives teams the ability to understand their current and future markets, identify opportunities, and make data-driven decisions.
For Anaplan, entry-level pricing ranges from $30,000 to $50,000 a year depending on usage. Contact Anaplan to learn more.
Rating: 4.6 out of 5 on G2.
“Most of my engagements on Anaplan have been around financial planning with very large and complex data sets. Anaplan's ability to allow you to slice, dice and join data to calculate forecasts is something I haven't seen on any other platform.” - Brian S., Manager, Mid-Market(51-1000 employees)
Field sales teams.
Reliable task automation and sales tracking tools.
While Spotio doesn’t necessarily offer built-in forecasting tools, it’s designed to help field sales teams set the foundation with a clear picture of their sales performance.
Once you gather pipeline metrics and ensure none of your sales performance numbers fall through the cracks, you’re ready to use your metrics for more accurate forecasts.
Spotio’s pricing breaks down to four tiers:
- Team: $39/per user/month
- Business: $69/per user/month
- Pro: $129/per user/month
- Enterprise: Contact Spotio directly for pricing details.
Rating: 4.4 out of 5 on G2.
"Very useful in tracking every stage from Potential Merchant all the way to Merchant Customer. The funnel aspect of the app is very useful to mitigate letting opportunities, follow-ups, etc. from falling through the cracks.”
- Lee S., Account Manager, Mid-Market (51-1000 employees)
Small to medium businesses looking for a reliable forecasting tool.
Its historic tracking feature enables teams to see important forecast changes.
Clari provides sales teams with real-time insights and predictions into future performance. Its AI-powered forecasting engine helps sales teams forecast future performance based on current sales data. It uses predictive analytics to identify patterns, trends, and insights for sales teams.
While Clari doesn’t publicly list its prices, we found that plans can range anywhere from $12 to $50 per seat per month.
Rating: 4.7 out of 5 on G2.
“I'm an individual rep, and forecasting correctly and accurately is top of mind for my leadership. If I don't do this correctly, it hurts our business & myself. Clari makes it easy for me with a few clicks to share my forecast, base case, worst case, and have a strong look at my Pipeline Coverage. Without Clari, our business does not run correctly and my job as a seller becomes more difficult.”
- Zach K., Senior Director, Enterprise Sales, Enterprise(> 1000 employees)
Teams looking for a customizable platform with plenty of flexibility.
Its live forecasting features.
BoostUp.ai’s forecasting features are interesting due to its powerful Artificial Intelligence (AI) capabilities. The AI engine uses predictive analytics to uncover insights and patterns in data sales teams can access within Salesforce. The system also offers a wide range of sales analysis tools that help teams identify trends and make data-driven sales decisions.
Unfortunately, BoostUp's pricing is not public.
4.7 out of 5 on G2.
“I really like the ability BoostUp gives me to track, manage and forecast my opportunities. Its sync with Salesforce makes it so I rarely need to go on the opportunity object to make the changes I need to make.”
- Jimmy C., Account Executive, Mid-Market (51-1000 employees)
Enterprise teams trying to level up their real-time forecasting abilities.
Provides whitespace analysis capabilities to uncover hidden sales opportunities.
People.ai offers a range of powerful forecasting tools that enable sales teams to accurately forecast their future performance. The system uses AI-driven analytics to read sales data and uncover insights to provide a more accurate forecast. It also offers a comprehensive tracking system that helps to monitor sales progress and identify trends over time.
According to SourceForge, you can start using People.ai for $50 per user per month. However, you can sign up for a demo to learn about additional pricing options.
4.5 out of 5 on G2.
“The User Interface; it's intuitive to use and provides a lot of valuable data without making things complicated. That's actually pretty rare for software tools that focus on providing data, so that's definitely the biggest plus. Also, smooth and seamless integration with Salesforce.”
- Ashraf A., Account Executive, Enterprise (> 1000 employees)
Predict the future with sales forecasting software
Whether you’re a rev ops leader or you’re manning the sales team, one thing’s for sure: Sales forecasting software can make the long road to sales planning a lot smoother. Regardless of the sales forecasting software in place, comlementing it with Weflow will elevate your forecasting accuracy to another level. Add to Chrome now.