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Forecast Review
The weekly Forecast Review is an internal sales meeting designed to create clarity on the team's revenue forecast and drive accountability across Account Executives and Customer Success Managers.
Preparation
Before the meeting, every AE and CSM must update the agenda doc with the following numbers for the current quarter:
- Commit — The amount they are certain they will land. Closed amount includes deals that have already closed.
- Most Likely — Where they expect to land based on current deal progression.
- Upside — Where they would land if they ran the tables and closed every active opportunity.
- New opportunities created — The number of new opportunities opened since the last review.
- New pipeline created — The total dollar value of new pipeline added since the last review.
In addition, each AE and CSM must set their forecast in HubSpot for the next 3 months before the meeting:
