Weighted vs unweighted
See the full ask and the probability-adjusted number. Stage mix is visible so a fat qualifying column cannot masquerade as a commit.
Sales forecasting
If the forecast is a different file from the board, one of them is theatre.
Commit calls fail when probability never moves and quota lives in a sheet the CRM cannot see. Professional forecasting in Saleslox weights open opportunities, splits yearly targets into quarters, and puts quota attainment on the same home as the pipeline preview.
Screenshot from the Enterprise Plan
Quotas that drive the needle
Yearly target, quarterly slices, monthly pace, YTD won. The home gauge is this math — not a second definition of “attained.”
Still only as honest as aging
A forecast on stalled cards is still fiction. Pair forecasting with opportunity aging on the same Professional plan.
The forecast is the board, with the maths left on
Sales forecasting software fails in the same way a slide does: the number is typed, not calculated. In Saleslox the weighted forecast is open opportunities times their probability. The unweighted number is the full ask. You can see both, and you can see which stage the weight is sitting in, so a large qualifying column cannot look like a commit.
Targets are yearly, split into quarters. Quota attainment on the home page uses that same maths. There is not a second definition of attained for the Monday meeting.
A weighted total is still fiction if the cards underneath have gone quiet. Professional forecasting and opportunity aging are on the same plan for that reason. Start with forecasting from the board and the pipeline those numbers come from.
Questions about forecasting
Is the forecast a separate spreadsheet inside the CRM?
No. It is calculated from live opportunities. Change a stage or a probability and the weighted number changes with the board.
Which plan includes forecasting?
Professional and Enterprise. The 30-day trial is Pro, so the forecast and the stalled-deal queue are both on during the trial.
What is on the home page?
Quota attainment from the same targets: yearly, quarterly pace, and year-to-date won. The needle is this forecast, not a number someone typed into a tile.