Short answer
A pending-sales forecast sums opportunity amounts multiplied by justified probabilities for a defined period. Show confirmed sales separately and retain closing dates and scenarios; weighted value is an estimate rather than guaranteed revenue.
Key verification: Save the forecast and later compare its error with observed closed sales.
Sources and limitationsTo forecast sales from outstanding quotes, select opportunities that could close within the period, check their amounts and multiply each by a reasoned probability of closing. Add those values and show confirmed sales separately. Include scenarios and a review of expected closing dates.
The forecast supports commercial and operational decisions. A sent quote remains a possibility. Before reserving capacity or making commitments, check the evidence for expecting acceptance and what would happen if it were delayed.
Set the period and define the amount being estimated
Choose a snapshot date and a closing period, such as the following month. Define whether the amount represents the complete contract, an initial intervention or a monthly fee. Use the same definition, currency and tax treatment in every row.
Select opportunities with reviewed closing dates. A date copied automatically from creation can bring old quotes into every monthly forecast. Check with the owner which decision is outstanding and when it could happen.
| Minimum field | Check |
|---|---|
| Opportunity and owner | An identifiable buying process with someone responsible for reviewing it |
| Comparable amount | Uses the agreed definition |
| Stage and evidence | Describe what has actually happened |
| Expected date | A reason exists for placing it in this period |
| Probability | Source of the percentage and its limitations |
| Next condition | What must happen to confirm closing |
A complete calculation with fictional figures
Assume you are reviewing October. These probabilities are illustrative assumptions, unsupported by CallsIQ or provider data. The amount is the service value before taxes, defined consistently for all opportunities.
| Opportunity | Amount | Probability used | Weighted value | Period |
|---|---|---|---|---|
| A | €2,000 | 70% | €1,400 | October |
| B | €1,500 | 40% | €600 | October |
| C | €3,000 | 20% | €600 | October |
| D | €1,000 | 80% | €800 | October |
| E | €2,500 | 50% | Excluded from October | November |
The four October opportunities total €7,500 in open sales. Their weighted value is 2,000 × 0.70 + 1,500 × 0.40 + 3,000 × 0.20 + 1,000 × 0.80 = €3,400. Opportunity E belongs to the next period.
If October also has €2,000 in confirmed sales using the same definition, the working total is 2,000 + 3,400 = €5,400. Present both components: confirmed and estimated. The €5,400 is neither a completed sale nor a payment schedule.
How to obtain defensible probabilities
Review historical cohorts of comparable opportunities that passed through a stage and whose outcomes are known. Their closing percentage can provide an initial reference, with sample size and period stated. Retain lost opportunities rather than calculating only from wins.
An eventual closing rate does not guarantee the sale will occur this month. Review decision times and postponements too. If the date is uncertain, label it accordingly or prepare a separate scenario.
When sufficient history is unavailable, use explicit assumptions and avoid decimals that suggest precision. Reviewing evidence and dates is more useful than changing 50% to 51% without justification.
What HubSpot can contribute
HubSpot documents forecasting in Professional and Enterprise plans of Sales Hub or Service Hub, with seat and permission requirements. It supports review by period, owner and forecast category. Its weighted pipeline report multiplies amounts by stage probabilities.Forecasting tool and sales reports.
You can start with a table and the opportunity records you already use. A dedicated tool adds value when you need shared reviews, permissions and frequent monitoring. Check your contract before assuming these features are included in every plan.
Preparing the forecast in Pipedrive
The Insights revenue forecast report is available in Growth and higher plans. It places open deals by expected closing date and won deals by actual closing date. You can choose total or weighted value; weighted value uses the configured stage or deal probability. Source: Pipedrive revenue forecast (consulted on 3 October 2026).
To evaluate it, reproduce fictional opportunities A–E and verify that E is outside October, the weighted view returns €3,400 open, and confirmed sales remain separate from estimates. Lost deals are not included in this report: retain them in the historical probability analysis. Check the purchased plan and report limits. This is a proposed documentary exercise, not a test executed by CallsIQ.
Compare scenarios before committing capacity
In the example, if only D closes in addition to confirmed sales, the total is €3,000. If A and D close, it is €5,000. If B closes too, it reaches €6,500. These are specific acceptance scenarios; none is a statistical confidence interval.
Ask which decision changes across those scenarios: scheduling a visit, buying materials or retaining a free time slot. If being wrong is costly, require stronger confirmation for that operational decision.
Save the forecast and measure its error
Keep the snapshot taken at the cutoff date. At period end, compare the estimate with results, separating losses, postponements and changes in amount. Rewriting an old forecast with new dates conceals the error you need to understand.
If you estimated €5,400 and closed €4,900 under the same definition, you overestimated by €500. Review which row explains the difference and adjust the next forecast. Keepstage conditions consistent so the historical record remains useful.
Sources and limitations
Documentary review: . Content type: Calculation with fictional data.
Sources describe terms and capabilities stated by their owners. Proposed protocols and fictional examples do not establish product tests performed by CallsIQ.
- Forecasting toolknowledge.hubspot.com
- sales reportsknowledge.hubspot.com
- Source: Pipedrive revenue forecastsupport.pipedrive.com
Check current terms
Consider these options if they solve the problem described. Confirm features, limits and availability in your country.
HubSpotOfficial plan cataloguePipedriveAffiliate linkThe labelled commercial links may earn CallsIQ a commission or referral reward. Our commercial policy.
Official sources, explained calculations and clearly labelled examples. Read about our methodology and use of AI in writing.