---
sourceDocument: Australia Sales Customer Relationship Management
sourceDocumentLink: https://www.servicenow.com/docs/r/order-management

 Release :

    - australia

ft:locale :

    - en-US

ft:publication_title :

    - Australia Sales Customer Relationship Management

ft:clusterId :

    - omgmt

bundleId :

    - omgmt

workflow :

    - Customer and Industry


---

# Sales Forecasting

# Sales Forecasting {#ariaid-title1}

* Release version: Australia
* 
* Updated March 12, 2026
* 
* ![](https://www.servicenow.com/docs/portal-asset/ico-clock) 1 minute to read

Project your future sales and revenue based on data from opportunities, historical performance, and pipeline analysis using Sales Forecasting. With this application, sales managers can allocate resources effectively, receive constructive feedback, and forecast sales with precision to make informed decisions.

Sales representatives are directly involved in communicating with their managers about the sales opportunities that they are handling, offering insights into what they expect to close during the forecast period. Sales Forecasting uses the data from the opinions and insights of your sales representatives on how they feel about the deals in their pipeline. The longer a prospect progresses along the sales pipeline, the better their
chances of converting.  For example, a prospect who just signed up for your product's free trial is 20% more likely to convert into a paying customer. Whereas a prospect who attended the product demo is 80% likely to sign a contract.

Sales managers own the overall forecast for a group of sales representatives. Sales managers collect data from their team members and adjusting the forecasts based on these insights. They set sales targets and quotas for individual
representatives and distribute targets​.

## Key benefits {#sales-forecasting__section_ag4_fr5_52c}

* Resource allocation:  Efficiently allocate budget and resources based on projected sales and revenue expectations.
* Budgeting and Financial Planning: Supports financial planning and budget creation by offering insights into anticipated revenue.
* Primary and secondary level hierarchy: Enable forecast owners to configure forecasting with product family as a secondary hierarchy with the primary hierarchy as territory or sales team.
* Base forecast source: Enable forecast owners to submit and adjust forecasts at base forecast source.
* Multi-Period forecast rollups: Achieve better planning and strategy by configuring and managing forecasting for multiple time periods (weekly, monthly, quarterly) within a single forecast model for flexible data reporting.
* Sales Target Setting: Define sales targets and quotas for sales teams, territories, and individual sales representatives.
* Tracking Sales Targets: Track the sales and status of quota target achieved for your agents and team.
{#sales-forecasting__ul_xwd_kr5_52c}

## What to explore next {#sales-forecasting__section_what_explore_next_sf}

The following topics provide more information about configuring and using Sales Forecasting:

* [Configure Sales Forecasting](https://www.servicenow.com/docs/U9CULp~XGP85wEC7DeLRFA "Use the Sales Forecasting application to project your future sales volumes and revenue based data from opportunities and pipeline analysis.")
* [Using Sales Forecasting](https://www.servicenow.com/docs/rVjDbfjWj21HxQajBWaTBA "Sales Forecasting uses the current opportunities in the system to predict future opportunity amounts.​ The Opportunity Management application contains the list of opportunities created for the customers and each of these opportunities are in different stages of the sales cycles.")
{#sales-forecasting__ul_explore_next_sf}