Forecast sales and renewals
Produce a probability-aware view of prospective and renewing revenue from current evidence, capacity, decision dates, and stated assumptions for human planning decisions.
| Field | Value |
|---|---|
| Business area | sales-leasing |
| Primary role | sales-leasing-manager |
| Frequency | weekly |
| Privacy sensitivity | high |
| Security sensitivity | medium |
| Compliance review | not normally required |
Trigger and handoff
Trigger: Scheduled operating forecast review or a material pipeline or capacity change.
Inputs
- Qualified pipeline
- Renewal conversations
- Inventory and historical outcome data
Outputs
- Versioned forecast with assumptions
- Capacity and cash implications
- Named evidence gaps
Current manual methods
- Weighted spreadsheet
- Representative intuition
- Last period copied forward
Human judgment and approvals
-
Assess evidence quality and scenario uncertainty
-
Explain changes without treating probabilities as commitments
-
Approval: Sales owner signs forecast; finance and operations approve planning assumptions they own
Failure modes
- Stale stages create false confidence
- Forecast ignores operational capacity and churn context
Success metrics
- Forecast error tracked by horizon and cause
- Material assumptions and changes are explicit