How do I use the template?

Set your targets and sales stages, add your team members, input current deals, and review your forecast to get an accurate pipeline projection.

What methodology is used in this template?

The template uses a weighted forecasting method based on the close rates at each sales stage, providing a realistic revenue projection.

Can this template handle multiple markets?

Yes, the template allows you to segment your forecast by different markets or sectors, depending on the team members' assigned markets.

How does the template handle different revenue targets?

You can overwrite the default revenue targets for different team members to reflect their specific goals, ensuring accurate individual projections.

Clevenue's Free Sales Pipeline Forecasting & Attainment Template

Building an effective Sales Forecast outside of your CRM can come with advantages, whether it be that you want to cleanse your data before building your forecast or maybe it's that you want to pull the data our of your CRM to run additional analysis.

Our free sales forecasting template helps you understand your pipeline, using the weighted forecasting method. Whether you're sales & revenue operations, sales leadership or even an account executive trying to get a better understand of where you're going to land, this template should do the job. Where you already have detailed data informing your closed won and closed lost rates, you should ideally be weighting it across each stage with this data, to further increase your forecasting accuracy.

Not only does it build a picture of forecast, but by adding in your revenue targets it also helps you to forecast sales rep attainment, on a monthly basis based on their active pipeline, all from one neat spreadsheet template.

This template breaks free of usual sales forecasting software approaches of trying to use AI foreacsting or conversational intelligence to understand sentiment & risk, or who has said what so far in a process - Instead its a quick, free and easy way of getting to an accurate weighted forecast of your revenue based off open sales pipeline.

No over-complication or robots here, just a statistical approach to reporting. As long as deals are correctly managed, you'll be effectively & accurately reporting.

Make your copy in Google Sheets or download it to Microsoft Excel, add in your opportunities and go!

Using the template

1. Set up targets and sales stages

You'll need to set a plan start date, the start of your fiscal year, so that your quarterly reporting aligns correctly. You'll need to put in the names of your markets, as well as your sales stages, as well as quarterly team revenue targets.

Don't worry if your reps have different revenue targets due to roles, you can always overwrite. You might also want to take a look at our ultimate sales compensation planner to make sure you're appropriately compensating for their targets.

When setting up your sales stages, you should bear in mind that the % close rate drives your weightings. Whilst you might elect to choose arbitrary close won rates for each of these, to get the most accurate pipeline forecast using the template you should aim to use data from your CRM around each of your sales stages. You should find that the close rate increases as you work your way down the sales funnel towards closed won.

2. Add in your teams

Add in your team members and select their markets - You can still overwrite the annual revenue targets that are imported from step 1, and it will then calculate a monthly equivalent of revenue. Selecting their markets enables the sheet to segment your forecast between different markets (or sectors)

3. Add in current deals

You now add in all your current deals, along with who in the business they are assigned to. Give the name of the deal, the stage, revenue figure (either MRR, ACV, TCV etc._ and then the predicted close date. The table will automatically find what market the rep is in based on your previous step, provide the weighting as per the current sales stage and then give you a weighted value. You can also add in any notes into the final column, or add further columns if you want to create a link back to the opportunity in your CRM

4. Here's your Forecast

The output is split into two parts: an individual rep forecast and a rollup to overall company with forecast by market. Here you'll get actual weighted revenue forecast as well as projected attainment for each of your reps, and with the spreadsheet giving a monthly equivalent target it will tell you sales rep attainment by month.

You can choose what you view is between weighted and unweighted revenue reporting, with views for your overall fiscal year (If you add already closed deals you should get a full view), as well as the next 4 quarters.

You'll notice that your forecast doesn't give much visibility beyond your current sales cycle - if your sale cycles are 3 months, that's going to be as far as you can accurately project. If you want to see further into the future you should take a look at what revenue projection can do with a bottom up approach to forecasting revenue.

How does Clevenue calculate sales capacity?

You can build roles that carry responsibilities and targets across handling inbound leads, generating outbound opportunities, handling opportunities and managing other team members. Our capacity take all of this data alongside other team and marketing data points to understand the individual capacities across team members at any point in time.
Who can use Clevenue for Sales Capacity modelling?

Clevenue is simple enough for anyone attached to revenue, finance or decision making to use, in order to build plans or to understand the impact of certain decisions or strategies to the current plan. Whether you're a CRO, CEO or CFO, or you're running RevOps or Finance teams, Clevenue makes the process of planning quick, easy, collaborative and continuous.
What are Clevenue's People Models?

We model ramping differently to other more basic software platforms, factoring time in business, experience in other roles and responsibilities across roles to give a real life output of bringing new hires into the business, losing people due to attrition or moving people into new teams and roles. Understand what happens if you run people over capacity, stretch your teams or under supply your account executives. What you've already seen happen before your eyes can now be modelled inside Clevenue.
What if I already have a plan?

Getting started with Clevenue doesn't mean starting from scratch - the best place to start is from an existing revenue plan. Simply load in the data from your existing plan, add in your current teams and start planning out hiring & marketing spends. From here you can understand & fix any holes or flaws in your plan, and extend it into the future.

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Found this useful?

Check out our other helpful sales templates aimed at helping sales reps and revenue leaders, all completely free.

Use this to understand how much activity you need to get to target, and how that maps into a sales cadence.