Sales

Sales Forecasting and Pipeline Management

9 June 2025

Dusit D2 Kenz Hotel

2 days

Sales success relies on accurate forecasting and a well-managed pipeline. This course provides sales professionals with the knowledge and tools to predict revenue trends, assess opportunities, and streamline sales operations. Participants will learn how to track and analyze sales data, refine forecasting models, and optimize pipeline health. The course also covers CRM integration and strategic decision-making, helping attendees align sales processes with business objectives. By implementing proven forecasting techniques, participants will gain better visibility into future revenue, improve resource allocation, and drive consistent sales growth.

Enquire about this course

The Sales Forecasting and Pipeline Management course is a two-day intensive program designed to equip sales professionals with the skills and tools needed to track, analyze, and optimize their sales pipeline. Participants will learn how to accurately forecast sales, assess opportunities, and make data-driven decisions to improve resource allocation and sales performance. The course covers methodologies, best practices, and technology-driven solutions to ensure pipeline health and forecasting accuracy. This program is ideal for sales managers, business development professionals, and sales executives looking to enhance their ability to predict revenue and drive sustainable growth.

Key Points:
  • Understand the fundamentals of sales forecasting and its impact on business success.
  • Learn how to assess pipeline health and identify high-value opportunities.
  • Develop techniques for tracking sales activities and improving forecast accuracy.
  • Utilize CRM tools and data-driven strategies for effective pipeline management.

Download the course guide

We offer a comprehensive curriculum that covers all of the essential topics. Our experienced instructors will provide you with the support and guidance that you need to succeed.

Course Guide Thumbnail

Course Content

The Importance of Sales Forecasting
  • Understand the role of sales forecasting in business planning and decision-making.
  • Explore different forecasting models and methodologies.
  • Learn how forecasting influences budgeting, goal setting, and strategy.
  • Identify common challenges and pitfalls in sales forecasting.
Key Metrics and Data for Accurate Forecasting
  • Define essential sales forecasting metrics (conversion rates, average deal size, sales velocity).
  • Learn how to collect and analyze historical sales data.
  • Explore qualitative vs. quantitative forecasting approaches.
  • Understand how to segment sales data for improved accuracy.
Assessing and Managing Sales Opportunities
  • Learn how to evaluate sales opportunities based on probability and revenue potential.
  • Develop strategies for qualifying leads and prioritizing deals.
  • Understand the importance of sales stages in opportunity management.
  • Explore best practices for tracking and updating opportunities in CRM systems.
Building and Managing a Healthy Sales Pipeline
  • Learn the key components of a well-structured sales pipeline.
  • Explore techniques to maintain pipeline consistency and avoid bottlenecks.
  • Identify strategies for nurturing leads and moving deals through the pipeline.
  • Discuss ways to align sales pipeline management with business objectives.
Forecasting Accuracy and Data-Driven Decision Making
  • Understand how to refine forecasting accuracy using real-time data.
  • Learn how to integrate AI and automation for better predictions.
  • Explore techniques for reviewing and adjusting forecasts regularly.
  • Develop strategies to use insights for proactive decision-making.
Sales Pipeline Review and Performance Optimization
  • Learn how to conduct regular pipeline reviews with sales teams.
  • Develop action plans for stalled deals and at-risk opportunities.
  • Explore ways to improve collaboration between sales and marketing for better pipeline health.
  • Create a customized plan to implement forecasting and pipeline management improvements.
Course Instructor

John Bentley

John Bentley

John is a seasoned consultant, coach, and leadership developer with over 30 years of experience. He helps executives and teams achieve success by focusing on emotional intelligence and team prowess. He has guided CEOs and high-profile executives through pivotal changes.

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9 June 2025

Dusit D2 Kenz Hotel

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