Best Sales Forecasting Software for 2026

What Is Sales Forecasting Software?

Sales forecasting software predicts future revenue by analyzing your pipeline, past deals, and market signals. This means you stop guessing at commit numbers in spreadsheets and start making decisions based on what your data actually shows.

Most revenue leaders waste hours each week manually updating forecasts. Reps forget to log changes. Deal stages sit stale. By the time you roll up the numbers, they're already wrong.

Forecasting platforms fix this by connecting directly to your CRM. They track how deals move through stages, calculate win rates by rep and region, and flag risks before they blow up your quarter. The best tools layer in AI that learns from your closed deals to improve predictions over time.

Core capabilities include:

• Pipeline analysis: Tracks deal velocity, stage conversion rates, and coverage ratios to show if you have enough pipeline to hit quota

• Historical modeling: Uses past performance to project future outcomes based on seasonal patterns and team behavior

• AI predictions: Applies machine learning to spot patterns in win rates and deal characteristics that humans miss

• Real-time alerts: Surfaces deals at risk of slipping and accounts showing buying signals

• Goal tracking: Measures actual performance against quota with automated reporting that updates as deals close

The result is forecast accuracy that helps you allocate resources, coach reps, and report reliable numbers to leadership.

Best Sales Forecasting Tools

Here's how the top platforms compare:

1. ZoomInfo GTM Workspace

ZoomInfo combines B2B intelligence with pipeline data to show you which accounts are ready to buy. GTM Workspace surfaces buyer intent signals across 100 million companies and prioritizes accounts based on engagement patterns and external buying behavior. Instead of relying on rep gut feel, you see which prospects are actively researching solutions, visiting your website, and consuming content in your category.

The platform syncs with Salesforce and HubSpot, pulling pipeline data while pushing intent signals and account insights back into your CRM. Copilot acts as an AI assistant that flags deals at risk, suggests next actions based on what worked in similar deals, and automates workflow steps. Reps spend less time updating forecasts and more time working deals that matter.

ZoomInfo maintains compliance with GDPR, CCPA, and SOC 2 Type II standards. The platform has been recognized by Gartner and Forrester for sales intelligence capabilities that help revenue teams hit targets.

Key Features:

• Intent signal tracking that identifies accounts showing buying behavior across the web and prioritizes them in your pipeline

• Account prioritization feeds that rank opportunities by likelihood to close based on engagement and external signals

• CRM enrichment that automatically updates contact and company data so your forecasts reflect accurate information

• Pipeline intelligence that combines internal deal data with external market signals to predict which deals will close

• Copilot AI that surfaces insights, automates forecast updates, and recommends next actions for at-risk deals

• Custom signal creation for tracking competitor mentions, product interest, and hiring patterns that indicate buying readiness

• Real-time alerts when target accounts enter buying mode so you can strike while they're actively evaluating

Learn More About ZoomInfo GTM Workspace

2. Clari

Following its merger with Salesloft, Clari operates as a Revenue Orchestration Platform that combines sales engagement, conversation intelligence, forecasting, and pipeline management into a single enterprise solution. The platform ingests CRM data, emails, and meeting activity to assess deal health, analyzing pipeline in real time and applying AI models to predict which deals will close and which need immediate attention from managers.

Deal inspection features let you drill into individual opportunities to see engagement history, stakeholder involvement, and risk factors. The platform categorizes forecasts into commit, best case, and pipeline buckets based on deal stage and historical win patterns. Revenue operations teams use Clari to track forecast accuracy over time and identify which reps consistently over or under-forecast.

Clari connects to Salesforce and Microsoft Dynamics, capturing activity data automatically without requiring manual entry. The platform includes Groove for sales engagement and prospecting, enabling reps to update and access Salesforce data directly from their inbox. Workflow automation for forecast submissions and pipeline reviews keeps teams accountable.

Key Features:

• Deal inspection dashboards that show engagement depth, stakeholder mapping, and activity patterns for every opportunity

• Forecast categories that separate commit from best case projections based on stage and historical close rates

• Risk scoring that flags deals likely to slip based on declining activity or missing stakeholders

• Pipeline trend analysis that tracks coverage ratios, deal velocity, and conversion rates over time

• Activity capture from emails and calendar events that updates deal records automatically

• Automated forecast roll-ups across teams, regions, and business units

• Revenue leak detection that identifies where deals stall in your process

• Groove sales engagement features for prospecting and updating Salesforce data from your inbox

Learn More About Clari

3. Aviso

Aviso uses machine learning models trained on your historical deal data to predict revenue outcomes. The platform analyzes thousands of data points per deal, including rep behavior, buyer engagement, and deal characteristics to generate probability scores that improve each quarter.

The platform features MIKI, a GenAI assistant that provides contextual, real-time interactions, along with over 50 AI Agents for task-based revenue use cases and AI Avatars that deliver role-specific, human-like revenue execution. Aviso offers 30+ out-of-the-box agentic workflows that automate critical revenue processes. Deal scoring goes beyond simple stage-based forecasting by incorporating time-series analysis and pattern recognition. Revenue teams use these insights to prioritize coaching and allocate resources to deals most likely to close.

Aviso integrates with Salesforce, pulling data from multiple sources to build comprehensive deal profiles. The platform includes mobile apps for forecast updates when you're away from your desk.

Key Features:

• Machine learning models that improve prediction accuracy by learning from every closed deal

• MIKI GenAI assistant providing contextual revenue guidance and real-time interactions

• 50+ AI Agents for task-based automation of critical revenue use cases

• AI Avatars delivering role-specific, human-like revenue execution support

• 30+ out-of-the-box agentic workflows for automating revenue processes

• Deal health scores that combine engagement signals, activity levels, and buyer sentiment

• Time-series forecasting that accounts for seasonal trends and historical performance

• Relationship intelligence that maps buyer networks and identifies missing stakeholders

• Mobile forecast submission and approval workflows for managers on the go

• Custom AI models trained specifically on your sales data and process

Learn More About Aviso

4. Gong

Gong operates as a Revenue AI Operating System built on a three-layered architecture: the Gong Revenue Graph (data foundation), Intelligence (AI analysis), and Automation & Orchestration (AI agents). The platform captures and analyzes customer conversations across calls, emails, and meetings to inform pipeline predictions, using conversation intelligence to assess deal health based on what buyers actually say, not just what reps log in the CRM.

Deal warnings trigger when buyer sentiment shifts or key stakeholders disengage. Call analysis identifies which topics correlate with closed deals and which signal risk. The platform includes Gong Agents with AI Tasker capabilities that automate revenue workflows. Managers use these insights for coaching, helping reps navigate objections and advance stalled opportunities.

Gong integrates with Salesforce and HubSpot to sync conversation insights with pipeline data. Forecast roll-ups incorporate both CRM metrics and conversational signals for a complete view of deal health.

Key Features:

• Conversation intelligence that analyzes calls and emails for deal signals, objections, and buyer sentiment

• Revenue AI Operating System with three-layered architecture for data, intelligence, and automation

• Gong Agents with AI Tasker capabilities for automating revenue workflows

• Deal warnings based on declining engagement, negative sentiment, or missing decision makers

• Competitive intelligence from customer conversations that shows which competitors you're losing to

• Talk ratio tracking to measure whether reps are listening or pitching too hard

• Question pattern analysis that identifies successful discovery techniques across your team

• Coaching insights that highlight skill gaps and successful behaviors for each rep

• CRM sync that updates deal records with conversation data and next action recommendations

Learn More About Gong

5. Salesforce Sales Cloud

Salesforce Sales Cloud includes native forecasting built into the CRM platform. Einstein AI analyzes pipeline data to generate predictions without requiring external tools or complex integrations.

Forecast types let teams track different scenarios, from conservative commits to optimistic best cases. The platform supports forecast categories that align with your sales process, whether you use stages, probability percentages, or custom fields. Roll-up reporting aggregates forecasts across reps, managers, and regions with drill-down visibility.

Salesforce scales for enterprise deployments with thousands of users. Customization options let admins configure forecast views, approval workflows, and reporting dashboards to match specific business requirements.

Key Features:

• Einstein AI predictions based on historical close rates, deal characteristics, and rep performance

• Forecast categories that separate pipeline into commit, best case, and upside buckets

• Collaborative forecasting with manager overrides, adjustments, and commentary

• Opportunity stage tracking with automated probability updates as deals progress

• Pipeline reports that show coverage by rep, region, product line, and time period

• Forecast hierarchy that rolls up from individual contributors to executives with full visibility

• Custom forecast types for different business units, geographies, or product categories

Learn More About Salesforce Sales Cloud

6. HubSpot Sales Hub

HubSpot Sales Hub provides CRM-integrated forecasting for teams already using the HubSpot ecosystem. Deal pipeline views show revenue by stage, owner, and expected close date with visual dashboards that update in real time.

Forecast tracking compares actual performance against goals with clear indicators of who's on track and who needs support. The platform includes goal-setting features that let managers assign quotas and monitor progress throughout the quarter.

HubSpot's setup process works for mid-market teams without dedicated revenue operations resources. The platform includes templates and guided workflows for common forecasting scenarios.

Key Features:

• Deal pipeline visualization by stage, expected close date, and deal owner

• Revenue tracking against monthly and quarterly goals with progress indicators

• Forecast views filtered by rep, team, product line, or time period

• Goal assignment and progress monitoring for individual reps and teams

• Sales dashboards with real-time performance metrics and trend analysis

• Deal stage automation that updates forecasts as opportunities progress through your process

• Mobile app for forecast reviews and pipeline updates when you're not at your desk

Learn More About HubSpot Sales Hub

7. Anaplan

Anaplan handles complex forecasting scenarios for enterprise organizations with large datasets and multi-dimensional modeling needs. The platform connects planning across sales, finance, and operations, letting teams model how changes in one area affect others.

Connected planning means sales forecasts feed directly into financial projections and resource planning. Teams can model what-if scenarios, like adding headcount or entering new markets, to see revenue impact before making decisions. The platform's Hyperblock® technology and dual calculation engines enable scalability across trillions of cells and thousands of users without performance issues.

Anaplan integrates with ERP systems and CRMs to pull data from across the organization. The technical architecture supports enterprise-scale deployments with complex approval workflows and data governance requirements.

Key Features:

• Multi-dimensional modeling that connects sales forecasts to finance, operations, and resource planning

• Scenario planning for testing different business assumptions and market conditions

• Connected planning that links forecasts to headcount, capacity, and budget allocation

• Driver-based forecasting that models cause-and-effect relationships between variables

• What-if analysis for evaluating strategic decisions before committing resources

• Hyperblock® technology and dual calculation engines enabling scalability across trillions of cells

• Custom workflow automation for forecast approvals and cross-functional planning

Learn More About Anaplan

8. Pipedrive

Pipedrive combines sales CRM functionality with built-in forecasting for small to mid-sized teams. Visual pipeline management shows deals by stage with drag-and-drop simplicity that makes updates quick.

Revenue forecasting features project monthly and quarterly totals based on weighted pipeline. Deal tracking includes activity-based selling features that prompt reps to take next actions. The platform calculates forecast amounts using probability percentages assigned to each stage.

Pipedrive offers tiered pricing for growing teams. The platform includes mobile apps and integrations with common business tools like email and calendar systems.

Key Features:

• Visual pipeline with drag-and-drop deal management that makes updates fast

• Revenue forecasting based on stage probability and weighted pipeline calculations

• Deal tracking with activity reminders that keep reps moving opportunities forward

• Sales reports showing win rates, cycle times, and conversion rates by stage

• Goal setting and progress tracking for individual reps and teams

• Mobile apps for pipeline updates and forecast reviews on the go

• Integration with email, calendar, and common productivity tools

Learn More About Pipedrive

9. Weflow

Weflow focuses on pipeline hygiene and forecast accuracy for Salesforce users. The platform sits on top of Salesforce, making it easier for reps to update deals and submit forecasts without navigating complex CRM interfaces.

Pipeline review features help managers spot gaps and coach reps on deal progression. Forecast accuracy tracking shows how predictions compare to actual outcomes over time, creating accountability and helping teams improve their forecasting discipline.

Weflow targets teams that struggle with Salesforce adoption and forecast accuracy. The platform includes Slack integrations for pipeline reviews and forecast submissions that fit into existing workflows.

Key Features:

• Pipeline hygiene tools that flag incomplete deals, stale opportunities, and missing data

• Forecast accuracy tracking that compares predictions to actual outcomes over time

• Deal update automation that syncs with Salesforce without manual data entry

• Pipeline review workflows that guide manager coaching conversations

• Slack integration for forecast submissions and pipeline updates

• CRM data quality monitoring that identifies gaps in your Salesforce records

• Rep scorecards showing forecast reliability and pipeline management discipline

Learn More About Weflow

10. InsightSquared

InsightSquared, now part of Mediafly's REVENUE360 solution, provides revenue analytics and forecasting dashboards for sales leaders. The platform integrates with broader revenue optimization capabilities including sales enablement, buyer engagement, and value selling. It pulls data from CRMs to generate reports on pipeline health, forecast accuracy, and team performance with pre-built dashboards for common sales metrics.

Forecast submission workflows let reps and managers collaborate on predictions. Pipeline analytics track coverage ratios, deal velocity, and conversion rates by stage. Activity capture features log emails and calls automatically, giving managers visibility into rep productivity.

InsightSquared integrates with Salesforce and HubSpot, offering deployment options for teams using either CRM. The platform targets mid-market and enterprise organizations needing deeper analytics than native CRM reporting provides.

Key Features:

• Revenue analytics dashboards with pipeline metrics, coverage ratios, and trend analysis

• Forecast submission and approval workflows that create accountability

• Pipeline analytics showing velocity, conversion rates, and stage duration

• Activity capture from email and calendar that tracks rep productivity

• Sales performance reports by rep, team, region, and product line

• Pre-built dashboards for common KPIs like quota attainment and win rates

• Custom report builder for specific business needs and executive presentations

Learn More About InsightSquared

How to Choose Sales Forecasting Software

Start by evaluating whether you need a standalone platform or if your existing CRM's native forecasting meets your needs. The right tool depends on your CRM environment, team size, forecasting complexity, and budget. Consider your technical resources for implementation and how much training your team can absorb without killing adoption.

CRM Integration and Data Compatibility

Your forecasting tool must connect to your CRM without creating data sync issues or requiring constant manual fixes. Native integrations work better than third-party connectors because they update in real time and capture more data fields automatically.

Check how frequently data syncs between systems and whether the platform can handle your deal volume without performance issues. Ask vendors about their sync reliability and what happens when connections fail.

Key considerations:

• Does it integrate natively with Salesforce, HubSpot, or your specific CRM platform?

• How often does pipeline data sync, and can you trigger manual syncs when needed?

• Which data fields sync automatically versus requiring manual mapping or custom configuration?

• Can it handle custom fields, objects, and workflows in your CRM without breaking?

AI and Predictive Accuracy

GTM AI capabilities vary widely across platforms. Basic tools use rule-based forecasting that applies fixed probabilities to deal stages. This works but doesn't improve over time or account for your specific win patterns.

Advanced platforms use machine learning that learns from your closed deals to improve predictions. Ask vendors how their AI models work, what data they need to generate accurate forecasts, and how long it takes before predictions become reliable.

Key considerations:

• Does the platform use machine learning or simple probability calculations based on stage?

• How much historical data does it need before predictions become accurate?

• Can you see which factors influence forecast accuracy for your specific deals?

• Does accuracy improve over time as the system learns from your closed opportunities?

Scalability and Team Size

Match tool complexity to your organization size. Small teams may need simple pipeline views and basic reporting without enterprise features they'll never use. Enterprise organizations require multi-level roll-ups, approval workflows, and integration with financial planning systems.

Consider where you'll be in two years, not just today. Switching forecasting platforms mid-year creates chaos, so pick something that can grow with you.

Key considerations:

• Does it support your current team size and growth plans without requiring a platform change?

• Can it handle multiple business units, regions, or product lines with separate forecasts?

• Does pricing scale reasonably as you add users, or will costs explode?

• What implementation resources does it require from your team versus the vendor?

Ease of Use and Adoption

Forecasting tools only work if reps actually use them. Complex interfaces and manual data entry kill adoption faster than anything else. Look for platforms that automate data capture and make forecast updates quick.

Consider mobile access for field reps and managers who review pipeline on the go. Test the interface with actual reps before buying, not just revenue operations leaders who live in dashboards.

Key considerations:

• How many clicks does it take to update a forecast or change a deal stage?

• Does it require extensive training to use effectively, or can reps figure it out?

• Can reps access it from mobile devices for quick updates between meetings?

• Does it automate data entry or require manual updates that reps will skip?

Frequently Asked Questions

What is the difference between sales forecasting software and a CRM?

CRM systems store customer data and track deals through your sales process. Forecasting software analyzes that CRM data to predict future revenue, often pulling from your CRM as a data source while adding AI and analytics capabilities your CRM doesn't have.

How does AI improve sales forecast accuracy compared to manual methods?

AI analyzes patterns in historical deals, rep behavior, and buyer engagement to predict outcomes more accurately than manual methods or simple weighted pipelines. Machine learning models identify which factors correlate with closed deals and adjust predictions as new data comes in each quarter.

Can small businesses benefit from sales forecasting tools or are they only for enterprises?

Small businesses benefit from forecasting tools, though needs vary by team size. Smaller teams often start with CRM-native forecasting before investing in specialized platforms as they scale and need more sophisticated predictions for board reporting and resource planning.

What data do sales forecasting tools need to generate accurate predictions?

Most platforms require pipeline data including deals, stages, and amounts, plus historical win and loss records. Advanced tools also use activity data like emails and calls, and some incorporate external signals like buyer intent and market trends.

How long does it take to implement sales forecasting software in an existing sales organization?

Implementation time ranges from days for CRM-native tools to weeks or months for enterprise platforms with custom integrations. Factor in time for data migration, user training, workflow configuration, and getting enough historical data for AI models to generate reliable predictions.

Turn Pipeline Data Into Accurate Revenue Forecasts

Accurate forecasting depends on quality data, the right AI capabilities, and CRM integration that works without manual effort. The platforms covered here range from simple pipeline tracking to enterprise-grade revenue intelligence, so match your choice to your team's size and complexity.

ZoomInfo combines B2B intelligence with pipeline signals to help revenue teams forecast with confidence by identifying which accounts are ready to buy. Talk to someone to learn more about how ZoomInfo can help you.