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Forecasting


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The above view of the pipeline provides all the information necessary to quickly evaluate pipeline and view rolling forecasts for any territory. Each repís pipeline leads into a rolling, 3-6-12 month forecast of that territory and gets rolled up into a company-wide forecast. Managers may select from several methods of forecasting including weighted average method (using probabilities of close), specific account method (Commit or No commit), and historical extrapolation. Through the use of "forecastable pipeline" for later steps only, a sales rep can substantially increase the accuracy of forecast. Topline tracks this accuracy, so that managers can learn from the actual forecasting history of any given territory.

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