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Sales Management

PART IV: Pipeline Optimization and Advanced Analysis

Session 12:Ā Sales Forecasting and Reporting

Course Code: SM-12
Goal:Ā Project future revenue and analyze past sales performance to support continuous improvement and more accurate business planning.

Session Overview

Duration: 1 Hour
Format: Instructor-led (via Microsoft Teams or in-person)
Level:Ā Intermediate to Advanced (Ideal for sales managers, executives, and strategic planners)

Resources Provided:

  • Sales Forecasting Overview Guide
  • Sales Reporting Quick Start Sheet
  • Custom Report Builder Reference

Learning Objectives

By the end of this session, participants will be able to:

  • Navigate and use the Sales Forecast submodule.
  • Create, filter, and interpret a variety of Sales Reports.
  • Build and customize reports to monitor team and project performance trends.

Session Agenda

SM12.1 Working with the Sales Forecast Submodule
  • Accessing the Sales Forecasting dashboard.
  • Setting forecasting targets:
    • Monthly
    • Quarterly
    • Annual
  • Filtering forecast by:
    • Sales Rep
    • Region
    • Opportunity Stage
  • Adjusting forecasts based on probability weighting.
SM12.2 Creating, Filtering, and Interpreting Sales Reports
  • Running standard Sales Reports:
    • Sales by Customer
    • Sales by Product or Service Type
    • Win/Loss Reporting
  • Using dynamic filters to slice and analyze data.
  • Best practices for interpreting trends to guide coaching and strategy.
SM12.3 Building Custom Reports to Monitor Team and Project Performance
  • Introduction to Custom Report Builder.
  • Creating team-specific and opportunity-specific reports.
  • Saving custom report templates for ongoing use.
  • Scheduling automated report delivery (daily, weekly, monthly).

Hands-On PreviewĀ (Optional if time allows)

  • Build a sample custom report filtering by sales rep and close date.
  • Adjust forecast projections based on opportunity movement.
  • Export a report for executive review.

Post-Session Action Items

  • Review active forecasts and adjust for realistic close rates.
  • Build a set of standard reports for weekly sales reviews.
  • Assign reporting and forecasting ownership within the sales team.

Final Step: Complete Certification ā€“ CUBE Certified Sales Manager (CSM).

Note:Ā When scheduling, make sure to include this session code: SM-12

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