Sales Forecast Calculator
Build a bottoms-up sales forecast from pipeline, conversion rates, and average deal size. Project monthly and annual revenue to support planning, hiring, and investor conversations.
📊 Sales💼 Projected Revenue = Pipeline × Win Rate% × Avg Deal Size
Number of active opportunities
Average deal / contract value ($)
Historical win rate (%)
Avg sales cycle length (days)
Please enter valid values.
Formula & Reference
| Variable | Formula | Units |
|---|---|---|
| Sales Forecast Calculator | Projected Revenue = Pipeline × Win Rate% × Avg Deal Size | $/period |
Step-by-Step Examples
Example 1
SMB SaaS
50 opps, $5,000 ACV, 25% win rate, 45-day cycle.
- Expected wins: 12.5 deals
- Revenue: $62,500
- Monthly (based on 45-day cycle): $41,667
✓ $62,500 pipeline revenue, $41,667/month
Example 2
Enterprise Sales
20 opps, $50,000 ACV, 15% win rate, 120-day cycle.
- Expected wins: 3 deals
- Revenue: $150,000
- Monthly: $37,500
✓ $150,000 pipeline, $37,500/month
Example 3
Inside Sales
200 opps, $800 ACV, 35% win rate, 14-day cycle.
- Expected wins: 70 deals
- Revenue: $56,000
- Monthly: $120,000
✓ $56,000 pipeline, $120k/month
Real-World Applications
Sales Leadership
Build credible revenue forecasts for planning and investor updates.
Startup Founders
Project revenue from current pipeline before fundraising.
Operations
Align hiring and resource plans to forecasted revenue.
CFO/Finance
Integrate pipeline forecast with financial planning models.
Common Mistakes to Avoid
⚠️
Applying single win rate to all deals
Win rates differ significantly by deal source (inbound vs outbound), deal size, competitor landscape, and sales rep. Segment for more accurate forecasts.
⚠️
Not accounting for pipeline timing
50 deals in your pipeline today won't all close this month. Cycle length distributes the revenue over time.
⚠️
Optimistic pipeline inflation
Reps often keep deals in pipeline too long. Apply a pipeline health discount (e.g., 70% probability weight) to stale or unresponsive opportunities.
Frequently Asked Questions
What is pipeline coverage ratio? ▾
Pipeline value / Revenue target. 3–4x coverage is standard for healthy forecasting. Below 2x means you likely won't hit targets; above 5x may indicate poor disqualification.
How often should I update sales forecast? ▾
Weekly for tactical execution, monthly for operational planning, quarterly for strategic reviews. Rolling 13-week forecasts are best for operational planning.
What is bottoms-up vs top-down forecasting? ▾
Bottoms-up: sum individual deal probabilities. Top-down: take market size and apply penetration rate. Bottoms-up is more accurate short-term; top-down for long-range planning.
How do I weight forecast probabilities? ▾
Assign probability tiers by stage: Discovery 10%, Qualified 25%, Demo 40%, Proposal 60%, Negotiation 80%, Verbal Commitment 90%. Multiply deal value by probability for expected value.
What is a realistic win rate for B2B SaaS? ▾
Against qualified competition, 20–30% is common. Early-stage startups with strong product-market fit: 30–40% from qualified demos. Enterprise sales: 10–20% from first contact.