10 Sales Forecasting Tools You Can’t Afford to Miss

Sales forecasting is like a roadmap for your business—it gives you a clear view of where your business is going and what potential obstacles or challenges might be around the corner. Whether it’s estimating revenue, setting quotas, or making hiring decisions, sales forecasting is what really drives your business strategy.

That’s why sales forecasting software is so important. These tools offer you not just the ability to crunch the numbers—though this is a key part of the process—but also uncover patterns and opportunities you might otherwise miss.

This guide explains what sales forecasting is and the main types of sales forecasting software available. Understanding the differences between the main forecasting models and learning how to forecast sales using each approach is key for driving sales and growth. We’re also sharing

some of the best sales forecasting tools on the market to help you determine which is best for your business.

What is sales forecasting?

The process of sales forecasting focuses on predicting your future sales based on historical data, market trends, current pipeline activity, and customer behavior. It’s a critical tool in your business strategy as it helps you make more informed decisions—whether it’s about budgets, staffing, scaling up operations, or new sales opportunities.

What is sales forecasting software?

Sales forecasting software is designed to take the guesswork out of predictions. These tools leverage data and automation to generate accurate forecasts, helping you save time and minimize errors. These tools also provide you with real-time insights, helping you identify trends and giving you the confidence and precision to effectively plan ahead.

Main Types of Sales Forecasting Tools

Most revenue forecasting software comes in a few flavors, from CRM-integrated solutions that track your pipeline activity to advanced analytics platforms powered by artificial intelligence (AI). More simply, however, these tools fall into two categories: sales pipeline tools and historical sales tools.

Sales Pipeline Tools

These tools focus on tracking your current deals and opportunities, using real-time data to predict the outcome. Sales pipeline tools are ideal for short-term forecasting because they highlight the activity in your sales funnel, helping you identify potential roadblocks or high-priority leads.

Historical Sales Tools

Historical sales tools, on the other hand, look into your past sales data to uncover trends and patterns over time. These tools are ideal for long-term forecasting as they help you anticipate seasonal fluctuations, set realistic quotas, and plan more strategically based on proven performance.

Both types of sales forecast software play an essential role in helping you create a well-rounded, accurate sales forecast.

5 Main Forecasting Models To Use in Your Business

Just like there’s more than one way to close a sale, there’s more than one way to create a sales forecast model. Below are five common forecasting models:

1. Trend Analysis

First, there’s trend analysis—which is all about spotting patterns in your sales data over time. It helps you identify consistent growth, dips, or seasonal shifts so you can plan ahead more strategically and with more confidence. By focusing on long-term trends, the model gives you a birds-eye view of where your sales are headed.

2. Time Series Analysis

Time series analysis dives deeper into your historical sales data, breaking it down into specific time intervals such as days, weeks, months—even years. The model looks at how sales have behaved in the past to predict future performance, making it ideal if your business deals with recurring cycles or predictable patterns.

3. Causal Analysis

Next, there’s causal analysis, which takes a ‘cause and effect’ approach to sales forecasting. It examines external factors (e.g., marketing campaigns, economic conditions, industry trends, etc.) and how each influences your sales. The model is great for understanding how specific actions or events impact your bottom line.

4. Regression Analysis

Regression analysis is a data-driven approach that explores the relationships between different variables. For example, it can predict sales based on changes in pricing or advertising spend as well as customer behavior. The model is used when you’re digging into the ‘why’ behind your numbers and making data-backed decisions.

5. Judgmental Analysis

Finally, judgmental analysis relies on human expertise and intuition. It combines insights from sales reps, managers, or industry experts to predict sales. The approach is often used to fill in gaps where data might be incomplete. While less data-heavy, it can add valuable context and perspective to your forecasts.

Top 10 Sales Forecasting Tools for Precise Revenue Predictions

Now that you understand the different models of sales forecasting software, let’s look at some of the most popular sales forecasting tools on the market.

1. Pipedrive

Pipedrive is a user-friendly CRM that simplifies sales forecasting with its intuitive pipeline management. The platform uses visual dashboards and AI-powered suggestions to help your sales team focus on high-priority deals.

• Key features: Customizable pipelines, AI sales assistant, revenue forecasting tools

• Pricing: Plans start at $14.90 per user per month

• Integrates with Podium: Yes

2. Zoho CRM

Zoho is a versatile CRM that offers robust sales forecasting tools to analyze past trends and predict future performance. Its AI assistant, Zia, gives an extra layer of intelligence to the forecasting process with its key features.

• Key features: AI-driven insights, advanced data analytics, multi-channel sales tracking

• Pricing: Starts at $14 per user per month

• Integrates with Podium: Yes

3. Anaplan

Anaplan is a high-powered tool designed for enterprise-level planning—including sales forecasting. Its flexible modeling capabilities make it a favorite for larger organizations with more complex forecasting needs.

• Key features: Scenario planning, predictive analytics, real-time data updates

• Pricing: Custom pricing is offered based on business needs

• Integrates with Podium: No

4. HubSpot

HubSpot’s CRM is known for its ease of use and powerful sales forecasting features. Its integrated platform makes it easy to connect forecasting with marketing and customer service efforts.

• Key features: Customizable sales dashboard, pipeline management, integrated marketing tools

• Pricing: Free for basic CRM features; advanced tools start at $30 per month

• Integrates with Podium: Yes

5. Gong.io

Gong.io focuses on conversational intelligence and sales analytics to enhance the accuracy of your sales forecast. The platform provides valuable insights into opportunities by analyzing customer interactions and sales team performance.

• Key features: AI-driven conversation analysis, deal intelligence, actionable insights

• Pricing: Custom pricing is available based on each business’ needs

• Integrates with Podium: No

6. Salesforce Sales Cloud

Salesforce is a heavyweight in the CRM world, giving you access to advanced sales forecasting tools that can be scaled based on your specific needs. Its robust platform is packed with features that streamline the entire sales process.

• Key features: AI-powered insights with Einstein, opportunity scoring, detailed reporting

• Pricing: Starts at $25 per user per month

• Integrates with Podium: Yes, but it does not support custom fields or objects without a custom integration

7. ActiveCampaign

ActiveCampaign combines both email marketing and CRM features with sales forecasting tools. It’s a great choice if your business is smaller and you’re looking to align your sales with marketing efforts.

• Key features: Predictive analytics, lead scoring, email automation

• Pricing: Starts at $29 per month

• Integrates with Podium: Yes, if your ActiveCampaign account has API access

8. Aviso Predict

Aviso Predict specializes in AI-driven sales forecasting, giving you predictive insights that help you close more deals. If you’re looking for accurate, data-backed decisions, Aviso Predict is the ideal choice.

• Key features: AI-powered predictions, team collaboration tools, scenario modeling

• Pricing: Custom pricing is available upon request

• Integrates with Podium: Not at this time

9. Freshsales

Part of the Freshworks suite, Freshsales provides an easy-to-use CRM with solid sales forecasting features and tools. It’s particularly beneficial for small to mid-sized businesses.

• Key features: Pipeline management, AI-powered deal insights, customizable dashboards

• Pricing: Starts at $15 per user per month

• Integrates with Podium: Yes, if your Freshsales plan includes integrations

10. Keap

Formerly Infusionsoft, Keap combines CRM, email marketing, and automation into a single platform, enabling you to simplify your sales forecasting. If you’re looking for an all-in-one solution, Keap is perfect.

• Key features: Automated workflows, lead tracking, detailed forecasting

• Pricing: Starts at $149 per month for up to 500 contacts

• Integrates with Podium: Yes

12 Key Features To Consider When Choosing a Sales Forecasting Tool

Before you purchase sales forecast software, there are a few things you need to look for to increase its chances of success.

Accuracy

Accurate forecasts are, put simply, the backbone for effective decision-making. Look for sales forecasting tools that use advanced algorithms or AI to ensure reliable predictions. Accurate forecasts will help you minimize costly mistakes and set realistic goals.

Compatibility and Seamless Integration

Your forecasting tool should work effortlessly with your existing CRM or CMS platforms, marketing platforms, communication tools, or other key sales platforms. Seamless integration saves time, reduces manual work, and ensures data consistency across systems.

User-Friendliness

A tool that’s easy to navigate means your team can hit the ground running. User-friendly interfaces and simple workflows minimize the learning curve for your team and keep the focus on the forecast, not the software.

Tailored Product and Service Analysis

Every business is unique. Be sure your revenue forecasting software allows for customizable forecasts based on specific products, services, market segments, or other key data points. This feature ensures your data is relevant and actionable.

Long-Term Planning Capacity

While short-term forecasts are important, a sales forecast tool that supports long-term planning helps you better prepare for growth, market shifts, and future investments.

Flexibility and Scalability

Your needs change as your business grows. You need a scalable tool that adapts to your evolving requirements so you’re never stuck with outdated or insufficient software.

Data Visualization

Clear, interactive data visualizations turn complex data into insights you can actually use. Look for tools that offer charts, graphs, or dashboards, as this makes it easy for you to identify trends and communicate results across your team.

Automations

Automation streamlines repetitive tasks like data entry or report generation. Not only does this save a huge amount of time, but it also reduces errors and lets you focus on strategy instead of administrative work.

Security

Protecting your sensitive or confidential sales data is a must. Choose forecasting sales tools with robust security measures like encryption and access controls to keep your information safe.

Demand Forecasting

Demand forecasting features help you better anticipate customer needs. It allows you to optimize inventory or resources and lower your chances of overstock or missed opportunities.

Support and Training

No tool is perfect, so reliable customer support and comprehensive training resources are a must in your sales forecasting tool. This feature ensures your team can use the tool effectively and troubleshoot issues quickly.

The Importance of Sales Forecasting—and How Podium Can Help

Sales forecasting is about so much more than predicting numbers—it’s about setting your business up for success. A strong forecast gives you clarity, helping you make smarter decisions around business goals. It also helps keep your team focused on the right opportunities, reduces uncertainty, and helps you overcome business challenges with confidence.

None of this is possible without the right tool, however. And that’s where Podium can help. Offering seamless integration with many of the sales forecasting tools above, Podium allows you to streamline sales forecasting and take better control of potential sales opportunities.

Want to see how? Watch a free demo today.