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.
Keep reading to learn about the top 8 sales forecasting tools available in 2023.
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 managers 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 historical sales
On the other hand, a historical sales forecasting tool helps teams analyze past performance in order to inform their decisions moving 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 tough. 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:
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.
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 they’re created from. As you look through different sales forecasting software options, look for data integration features that enable you to import fresh third-party data as needed to create accurate sales forecasts.
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.
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.
Best sales forecasting software for 2023
Weflow is built to get your Salesforce data hygiene under control, which is essential to forecasting accuracy and pipeline visibility.
It automatically syncs your sales team’s activities to Salesforce, including emails, calls, meetings, and tasks. Additionally, it allows you to bulk edit Salesforce records, set up deal alerts and notifications, and create note templates to guide reps to sales process adherence.
Weflow ensures you’re working with accurate and complete CRM data, allowing you to create better sales forecasts. It’s available as a Chrome extension and a web app.
You can start using Weflow for free with up to five users. Paid plans include:
- Team ($39 per user/month) – Includes unlimited users, Salesforce fields in notes, shared table & Kanban views, bulk editing, and more.
- Business ($59 per user/month) – Includes everything in the Team plan plus deal signals, email logging, Salesforce custom objects, and more.
Gong.io is a sales forecasting solution that’s built to give you insights into the risk of every deal in one intuitive dashboard. 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.
3. Mediafly Intelligence360
Mediafly Intelligence 360 is designed to inform your entire revenue journey with pipeline management and forecasting tools. Why play a guessing game with spreadsheets when you get to use machine learning scores to validate human input and automation and create an accurate sales forecast in the process?
The software is also user-friendly, as it provides teams with a clear and intuitive dashboard that allows users to easily access and manage their data.
According to online sources, plans start at $65 per seat per month.
Aviso is a cloud-based, AI-driven sales forecasting tool 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.
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.
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.
BoostUp.ai’s forecasting features are interesting due to its powerful AI capabilities. The AI engine uses predictive analytics to uncover insights and patterns in data that sales teams can access within Salesforce.
The software also offers a wide range of sales analysis tools that help teams identify trends and make data-driven sales decisions.
You’ll need to contact BoostUp.ai’s sales team to learn more about pricing.
People.ai offers a range of forecasting tools that enable sales teams to accurately forecast their future sales.
The system uses AI-driven analytics to read actual sales data and uncover insights to provide a more accurate forecast. It offers a comprehensive tracking system that helps to monitor sales progress and identify trends over time.
According to online sources, People.ai’s pricing starts at $50 per user per month.
Predict the future with sales forecasting software
Whether you’re a RevOps leader or you’re manning a team of sales reps, one thing’s for sure: sales forecasting software can make the long road to sales planning a lot smoother.
Check out the list above and choose the software that works best for your needs.