What this view offers
The Collaborative Forecast view gives sales reps and managers a structured, real time picture of where the team stands against its revenue targets. It breaks down forecast data by rep and by quarter so you can see attainment, pipeline health, committed deals, and closed revenue all in one place. You can drill into individual opportunities directly from the forecast table, making it easy to understand what is driving the numbers without switching between screens. The view is fully configurable, so you can adjust the columns, filters, and KPI metrics to match what your team needs to focus on at any given point in the quarter.
Summary Metrics - Top Bar KPIs
Revenue Goal
The Revenue Goal is the total amount of revenue the team is expected to bring in during the selected time period. It is set by leadership at the start of the year or quarter and acts as the north star that everything else is measured against. All forecasting categories like closed, commit, and pipeline exist to show how close the team is getting to this number.
Calculation:
This is manually set by the leadership at the start of the year or quarter. Not calculated from other fields.
Example
A SaaS company sets an annual Revenue Goal of €1,200,000 for its four-person sales team. Leadership breaks this down into roughly €300,000 per quarter. As the year progresses, the Revenue Goal stays fixed while the team's closed revenue accumulates against it. If the team closes €148,500 by mid-Q2, Revenue Operations tracks that as 12.4% of the annual goal met, with €1,051,500 still to go across the remaining quarters.
Quota
Quota is the individual revenue target assigned to a specific rep for a given period. It is the rep's personal share of the team's overall Revenue Goal. Quota is what gets used to calculate attainment percentage and is the number a rep is held accountable to at the end of every quarter. It is typically set based on factors like territory size, market potential, and the rep's level of experience.
Calculation:
This is manually assigned to each rep by the manager or admin. Not calculated from other fields.
Example
The team's total Q2 quota is €300,000. Rep A carries €120,000 of that, Rep B carries €100,000, Rep C carries €50,000, and Rep D carries €30,000. With three weeks left in the quarter, Rep A has closed €62,400 which puts her at 52% attainment and right on track. Rep B has only closed €13,000 against his €100,000 quota, sitting at 13% attainment. His manager now needs to review Rep B's pipeline to understand whether there is enough late-stage opportunity to close the remaining €87,000 before month end.
Closed
Closed refers to revenue from deals that have been fully won and contracted within the period. These are signed contracts where revenue has been officially recognised. It is the only number in the entire forecast that is not a projection or an estimate. Once a deal is in Closed, it does not move or change regardless of what happens to the rest of the pipeline.
Calculation:
This is system generated, automatically summed from all opportunities marked as Closed Won within the selected period. No formula input required from the user.
Example
By mid-Q2 the team's Closed figure was €148,500. This covers a €60,000 annual contract that Rep A signed with a manufacturing company, a €55,000 platform expansion that Rep B closed with an existing customer who upgraded their tier, and eight smaller deals closed by Rep C and Rep D that total €33,500. Every euro in this number is booked revenue. It does not matter if deals elsewhere in the pipeline fall apart because this portion is already locked in.
Commit
Commit is the amount of revenue a rep is formally pledging will close within the current period. The contract may not be signed yet but the rep is confident enough in the deal to stake their forecast on it. A commit typically covers deals that are in the final stages of the sales process, where a budget has been approved, a verbal agreement has been reached, or legal review is the only remaining step. In Revenue Operations, the commit number is treated as the floor of what the team should realistically land at.
Calculation:
Submitted manually by the rep or manager as a pledge. Not derived from a formula.
Example
Rep B commits €38,000 for Q2. This covers two deals. The first is a €25,000 contract with a retail chain where legal is reviewing the final agreement and signature is expected within the week. The second is a €13,000 upsell to an existing customer whose procurement lead verbally confirmed approval on their last call. Rep B is confident enough in both deals to include them in his commit. If either deal slips to Q3, it would be a missed commit and would affect how leadership views his forecast accuracy going forward.
Total Pipeline Coverage
Total Pipeline Coverage is the combined value of all open opportunities in the team's pipeline for the period, across every stage from early discovery to contract review. In Revenue Operations, coverage ratio is one of the most watched leading indicators because it tells you whether the team has enough raw opportunity volume to realistically hit its quota even after accounting for deals that will inevitably be lost or pushed. A healthy coverage ratio is generally considered to be 3 to 4 times the remaining quota. If coverage drops below 3x, it is a signal that the team needs to urgently generate more pipeline before the quarter closes.
Calculation:
Coverage = Total Pipeline / Quota
Example:
Total pipeline is €870,000 and quota is €300,000. Coverage = 870,000 / 300,000 = 2.9x
Example
The team's Q2 quota is €300,000 and Total Pipeline Coverage is €870,000, which gives a coverage ratio of 2.9x. With €148,500 already closed, the remaining revenue gap is €151,500. The team has €721,500 in open pipeline to work through to close that gap, which is roughly 4.8x coverage on what is still needed. That looks healthy on the surface but the Revenue Operations manager notices that most of the open pipeline belongs to Rep C and sits in early-stage discovery deals. Since those deals historically convert at around 18%, the realistic expected value from that portion is closer to €130,000, which would leave the team short of quota if commit deals also slip.
Forecast table columns - Column definitions
Time Range
Time Range organises all forecast data into quarterly segments so you can review performance and projections for each three-month period of the year independently. Each row in the table represents a quarter and can be expanded to see how individual reps are performing within that quarter. This makes it easy to manage both the urgency of the current quarter and the health of future quarters at the same time.
Example
On June 2 a manager opens the forecast and sees Q1 fully closed out at 94% attainment, Q2 actively in progress at 49% attainment with 29 days remaining, Q3 showing an early pipeline of €199,000 with nothing closed yet, and Q4 still essentially empty. She focuses on Q2 urgency while also flagging that Q3 pipeline needs to be built up immediately so the team does not start July with nothing in the funnel to work with.
Attainment % (Quota)
Attainment percentage shows how much of a rep's assigned quota has been achieved through closed-won revenue so far in the period. It is calculated as closed revenue divided by quota and is the clearest indicator of whether a rep is ahead of pace, on track, or falling behind. Revenue Operations teams use attainment trends across reps to identify who needs deal support, who might be sandbagging, and where forecast risk is concentrated.
Calculation:
Attainment % = (Closed / Quota) × 100
Example:
Rep A has closed €62,400 against a quota of €120,000. Attainment = (62,400 / 120,000) × 100 = 52%
Example
Halfway through Q2, Rep A is at 52% attainment having closed €62,400 of her €120,000 quota, which puts her right on pace. Rep B is at 13% attainment having closed only €13,000 of his €100,000 quota. Rep D is at 0% with no closed deals yet despite the quarter being half over. The manager can immediately see that Rep B and Rep D need intervention, whether that is pipeline coaching, escalation support on specific deals, or a direct conversation about whether their Q2 targets are still achievable given the time remaining.
Baseline
Baseline is the most conservative version of the forecast. It reflects the minimum amount of revenue the team can reasonably expect to close in the period based only on deals that are nearly certain to come in. This usually means already-closed revenue plus any deals that are so far along in the process that losing them would be genuinely surprising. The baseline is the number a Revenue Operations leader can feel comfortable defending to the CFO without hedging.
Calculation:
This is system generated, derived from closed deals plus opportunities at the most advanced stages as defined in Forecast Setup. The stage thresholds are configured by the admin.
Example
Rep C's Q2 baseline is €42,000. This includes €18,000 that has already been closed and booked, a €15,000 deal where the customer has signed internally and is only waiting on the counter-signature from Rep C's company, and a €9,000 renewal where the customer confirmed continuation verbally on a recorded call. Rep C's manager treats these three items as essentially done. No other deals in Rep C's pipeline qualify for the baseline until they reach a similar stage of certainty.
Best Case
Best Case is the upper end of what the team could realistically close if everything currently in motion goes well. It includes the commit number plus additional deals at mid-to-late stages that are showing strong buying signals but have not yet been formally committed to. Best Case is not wishful thinking. It is a disciplined estimate of the upside that is genuinely achievable within the quarter if no major deals stall or go dark.
Calculation:
This is system generated, summed from all opportunities in forecast categories configured as Best Case or above in Forecast Setup. Stage mapping is defined by the admin.
Example
Rep B's Best Case for Q2 is €88,000. On top of his €38,000 commit, this includes a €32,000 deal with a logistics company that recently completed a successful product trial and has requested commercial terms, and an €18,000 expansion with an existing customer who asked for a revised proposal last week. Rep B has not committed to either deal yet because they are not at the signature stage, but both have realistic timelines to close before June 30 if conversations continue at their current pace.
Pipeline
Pipeline is the total face value of all open opportunities a rep is actively working on in a given period, across every stage of the sales process. It is a measure of raw volume and potential, not of expected revenue. A large pipeline number does not mean a rep will close a lot. What matters is the quality and stage distribution of the deals within it. Revenue Operations teams look at pipeline alongside conversion rates and average sales cycle length to understand what it is actually worth in revenue terms.
Calculation:
Pipeline = Sum of all open opportunity amounts in the period
Example:
Rep B has 6 open deals worth €10K, €25K, €8K, €40K, €15K and €12K. Pipeline = €110,000
Example
Rep D shows €280,000 in Q2 pipeline across 14 open deals, which is the highest on the team by volume. However, 10 of those deals are in the Discovery stage and were only created in the last two weeks. Since early-stage deals on this team convert at roughly 15%, the realistic expected value of that portion of Rep D's pipeline is closer to €42,000. The Revenue Operations manager flags this as pipeline inflation and asks Rep D to apply more rigorous qualification criteria before adding new deals to the forecast going forward.
Average Contract Value (ACV)
Average Contract Value, or ACV, is the average annualised revenue value of the deals a rep closes or has active in their pipeline during a given period. Because contracts can vary in length from one month to three years, ACV normalises everything to a per-year figure so deal sizes can be fairly compared across reps, segments, and quarters. In Revenue Operations, ACV is used to understand deal mix, assess revenue quality, and identify whether the team is trending toward a high-volume low-value motion or a lower-volume enterprise motion. Both can be valid strategies but they require very different resource models.
Calculation:
ACV = Total annualised contract value / Number of deals
Example:
Rep A closes 3 deals: a 2-year €48,000 contract (€24,000/yr), a 1-year €18,000 contract, and a 1-year €12,000 contract. ACV = (24,000 + 18,000 + 12,000) / 3 = €18,000
Example
The team's blended ACV for Q2 is €11,200. Rep A's ACV is €22,500 because her two largest deals are enterprise contracts worth €48,000 and €45,000 per year respectively. Rep C's ACV is €3,400 because she works a high volume of short-term SMB contracts. Even if Rep C closes twice as many deals as Rep A this quarter, her total revenue contribution will be significantly lower. The Revenue Operations team uses this data to evaluate whether Rep C should be reallocated to mid-market accounts to improve revenue output per deal closed, or whether her SMB volume serves a specific pipeline entry point strategy for the business.
Configuring the top KPI bar
The five metric boxes at the top of the Collaborative Forecast screen are not fixed. You can choose exactly which KPIs appear there based on what matters most to you or your team at any given time. To change what is displayed, click the gear icon on the right side of the screen. A panel slides out showing all available KPI fields. Each field has a checkbox next to it. Tick a field to add it to the top bar and untick it to remove it. You can also reorder the fields by dragging them up or down in the list using the handle icon on the left side of each row. The changes apply immediately and only affect your current view unless you save the view for others to use.
Add/Hide Columns
The Add/Hide Columns control lets you decide which data columns appear in the forecast table. The table can show a large number of fields including time range, attainment, baseline, best case, revenue goal, quota, closed, commit, pipeline, average contract value, and more. Not every team needs every column visible at the same time. Hiding columns that are not relevant to your current review makes the table easier to read and helps you focus on the metrics that matter for that specific conversation. Any column you hide is not deleted, it is just removed from your current view and can be brought back at any time.
Example
A revenue operations manager preparing for a weekly pipeline review with sales leadership hides the Baseline and Average Contract Value columns to reduce noise. She keeps Time Range, Attainment, Best Case, Commit, Closed, and Pipeline visible so the conversation stays focused on what is likely to close this quarter and how much confidence sits behind each number. For the monthly business review the following week, she adds ACV back in to discuss deal quality trends across reps.
Date Range Filter
The date range filter controls which time period the entire forecast view covers. By default it is set to the current calendar or fiscal year but you can adjust it to any custom range depending on what you need to review. Changing the date range updates all the numbers across the top KPI bar, the quarterly table rows, and the opportunity list at the bottom. This is useful when you want to compare performance across different periods, prepare for a board review that covers a non-standard time window, or investigate pipeline health for a specific stretch of months without being locked into quarterly segments.
Example
A revenue operations manager is preparing a mid-year business review covering January through June 2026. She sets the date range to Jan 1 to Jun 30 instead of the default full-year view. The top bar immediately updates to show the combined Revenue Goal, total closed revenue, and pipeline coverage for just that six-month window. She can now present a clean half-year snapshot without Q3 and Q4 data inflating the pipeline numbers or making attainment figures look misleadingly low.
Custom Filter
Custom Filter allows you to apply additional conditions to narrow the forecast beyond the standard user and date range filters. You can filter by attributes like deal owner, account segment, opportunity type, deal stage, geography, product line, or any other field that has been configured in your CRM setup. Custom filters are particularly powerful in revenue operations when you need to isolate a specific segment of the pipeline, for example looking only at enterprise accounts, or only at expansion deals above a certain value threshold, to understand how a particular cohort is tracking against its targets.
Example
The revenue operations team wants to understand how the enterprise segment specifically is tracking in Q2 separate from SMB deals. They apply a custom filter for Account Segment equals Enterprise and deal size greater than €20,000. The forecast table immediately narrows to show only enterprise opportunities, and the top KPI bar recalculates to reflect pipeline coverage, closed revenue, and commit purely within that segment. This helps leadership see that enterprise deals are at 71% attainment while SMB is only at 38%, which points to a very different set of actions needed for each segment going into the final weeks of the quarter.
Filter By
Filter By lets you control exactly whose data appears in the forecast view. You can select from a range of filter options including individual users, teams, roles, user groups, or any other rep-level attribute available in your setup. Applying a filter updates the entire forecast in real time, including the top KPI bar, the quarterly table, and the opportunity list below. This is useful when you want to review one rep's numbers in isolation, compare a specific group of reps against each other, or present a focused view to a particular stakeholder without showing the full team's data. You can apply multiple filters together to get as specific as you need, and you can clear them just as easily to return to the full team view.
Example
A sales manager is preparing for one-on-one pipeline reviews with three of her six reps. Instead of scrolling through the full team forecast, she uses Filter By to select Rep A, Rep B, and Rep C only. The forecast immediately narrows to show just their combined pipeline, attainment, and commit numbers. When she moves to the next set of reps she clears the filter and reselects Rep D, Rep E, and Rep F. This way each review session starts with only the relevant data on screen and there is no risk of accidentally referencing another rep's numbers mid-conversation.
Download CSV
The three-dot menu at the top right of the forecast screen gives you the option to download the current forecast data as a CSV file. The exported file reflects exactly what is visible on screen at the time of download, meaning it respects all the filters, date ranges, and column selections you have applied. If you have filtered the view to show only specific reps or a particular quarter, the CSV will contain only that data and nothing more. This makes it easy to take a precise snapshot of the forecast and use it outside of the platform, whether that is for reporting in a spreadsheet, sharing with stakeholders who do not have access to the tool, or doing further analysis in Excel or Google Sheets.
Quarter drill-down view
When you click on any quarter row in the forecast table, the screen expands to show a full list of all the individual deals that make up that quarter's numbers. This is called the drill-down view. Every opportunity that falls within that quarter's close date range appears as a separate row at the bottom of the screen, along with key deal-level details like the opportunity name, owner, deal amount, close date, deal age, account name, and budget information. This gives you a direct line of sight from the high-level forecast number all the way down to the specific deals driving it, without having to leave the forecast screen or open each deal individually. It is one of the most useful features for managers who want to understand not just what the number is but what is actually behind it.
Example
A manager notices that Q2 is showing €51,899 in closed revenue against a €100,000 quota and wants to understand what is actually in the pipeline. She clicks on the Q2 2026 row and the bottom of the screen immediately populates with all 124 opportunities assigned to that quarter. She can now see each deal by owner, amount, and close date. She spots that several deals with a close date of April 30 are still showing as open, which means they have already slipped past their expected close date and need immediate follow-up from the rep to either push them forward or update the close date so the forecast stays accurate.
Add/Hide Fields (opportunity list)
The opportunity list at the bottom of the drill-down view has its own Add/Hide Fields button on the right side of the section header. This lets you control which columns appear in the deal-level table independently from the columns in the forecast table above. You can add fields like deal age, budget, account details, warnings, time in stage, or any other opportunity attribute that has been configured in your CRM. The idea is that you can build a single screen that shows you both the quarter-level forecast summary at the top and all the granular deal-level information you need at the bottom, without having to switch between views or open individual records.
Example
Rep A's manager drills into Q2 and sees the opportunity list with the default columns. He adds the Deal Age and Budget fields using Add/Hide Fields because he wants to quickly identify deals that have been sitting in the pipeline for too long without a budget confirmed. With both columns now visible, he can immediately see that three of Rep A's deals are over 90 days old with no budget recorded. He flags these in the one-on-one as deals that need either a budget conversation or a qualification decision, all from the same screen without opening a single deal record.
NOTE: The fields you add or hide in the opportunity list are separate from the column settings in the main forecast table. Changing one does not affect the other. You can configure both independently to get exactly the information you need on a single screen.
NOTE: The tabs you see at the top of the Collaborative Forecast screen are configured by the admin in the Forecast Setup section of the Admin Console. The tabs visible here will reflect however your organisation has chosen to categorise its revenue streams.
Forecast Views
Views let you save a specific forecast configuration including filters, date range, and column settings so you can return to it instantly without reapplying everything each time. You can create company views that are visible to everyone in the organisation, or private views that only you can see. New views can be added at any time using the Add new view option in the dropdown.
NOTE: Changes to a view are not saved automatically. Click Save View in the top right corner to update it with your latest settings.
Managing views from the Admin Console
The gear or tool icon on the Collaborative Forecast screen takes you directly to Admin Console > Forecasting & Analytics > Views > Collaborative Forecast. This is where all company-level forecast views are centrally managed. From here you can create new views, edit the configuration of existing ones, or delete views that are no longer needed. Each view listed here shows the view name, which forecast tab it is attached to, who created it, and when it was last edited. Any view created or modified here becomes immediately available on the Collaborative Forecast screen for the relevant users.
Additional Definitions
Full Pipeline
The total face value of every open opportunity in the pipeline regardless of how likely it is to close. No probability or stage weighting is applied. It is the raw, unfiltered sum of all deal amounts currently being worked on.
Calculation:
Full Pipeline = Sum of all open opportunity amounts (no weighting)
Example:
Rep A has deals worth €10K, €25K, €8K, €40K and €15K. Full Pipeline = €98,000 regardless of deal stage or probability.
Example
Rep A has 5 open deals worth €10,000, €25,000, €8,000, €40,000 and €15,000. The full pipeline is €98,000. It does not matter that two of those deals are in early discovery with little chance of closing this quarter.
Weighted Pipeline
The pipeline value adjusted by the close probability of each deal based on its current stage. Instead of counting the full deal amount, each opportunity contributes only its probability-adjusted value. This gives a more realistic picture of expected revenue.
Calculation:
Weighted Pipeline = Sum of (Deal Amount × Close Probability%) for each open deal
Example:
Deal 1: €40,000 at 50% = €20,000.
Deal 2: €10,000 at 20% = €2,000.
Deal 3: €25,000 at 80% = €20,000.
Weighted Pipeline = €42,000
Example
Rep A has a €40,000 deal at the Proposal stage with a 50% close probability and a €10,000 deal at Discovery with a 20% probability. Their weighted contribution is €20,000 and €2,000 respectively, giving a weighted pipeline of €22,000 from just those two deals.
Unweighted Pipeline
The total value of all open opportunities counted at their full deal amount with no probability adjustment applied. It is the same as full pipeline and is used when you want to see the maximum possible revenue in play without any discount for likelihood of closing.
Calculation:
Unweighted Pipeline = Sum of all open opportunity amounts (same as Full Pipeline)
Example:
Rep B has three deals worth €30,000, €50,000 and €20,000. Unweighted Pipeline = €100,000. Probability is ignored entirely.
Example
Rep B has three deals worth €30,000, €50,000 and €20,000. The unweighted pipeline is €100,000. Even if the €50,000 deal is only at 15% probability, it still counts as the full €50,000 in this view.
Weighted Pipeline Coverage
The ratio of weighted pipeline value to the remaining quota for the period. It tells you how much probability-adjusted pipeline exists to cover what still needs to be closed. A weighted coverage of 2x or above is generally considered healthy because it accounts for deals that will not convert.
Calculation:
Weighted Coverage = Weighted Pipeline / Remaining Quota
Example:
Rep A's weighted pipeline is €110,000 and remaining quota is €50,000. Weighted Coverage = 110,000 / 50,000 = 2.2x. Anything above 2x is generally considered healthy.
Example
Rep A has a remaining quota of €50,000 for Q2 and a weighted pipeline of €110,000 after probability adjustments. That gives a weighted pipeline coverage of 2.2x. This tells the manager there is enough realistic pipeline to close the gap, assuming deals progress at their expected conversion rates.