Revenue Forecasting & Resource Planning

Overview

SalesBob's Forecasting module gives you four views to plan ahead with confidence. Each view addresses a different aspect of your business, from expected revenue to team workload. This guide covers:

Revenue Forecast: won deals, weighted pipeline, payment milestones, and recurring revenue
Resource Demand: capacity vs. demand by resource role
Team Calendar: weekly utilization grid per team member
Team Gantt: timeline view of project assignments

Estimated time: 5 minutes to review all four views.

Before You Begin

Your account must be on the Professional plan or higher. Forecasting is not available on the Starter plan.
You need active deals in your pipeline to see revenue projections. Deals without a value will not appear in forecasts.
Resource views require team members, resource roles (with hourly rates), and project assignments to be configured.
Pipeline stage probabilities determine the weighting of open deals. Configure these under Settings → Pipelines.

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Step 1: Revenue Forecast

The Revenue Forecast shows your projected income by month, combining multiple revenue sources:

1 Navigate to Forecasting → Revenue. You see a chart with monthly bars and a data table below it.
2 Won deals appear as solid revenue. Weighted pipeline shows open deals multiplied by their stage probability.
3 Payment milestones from projects are plotted in the month they are due. Recurring revenue from usage-based products shows the expected monthly run rate.
4 Use the user filter to see forecasts for a specific sales rep or the entire team.

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Step 2: Resource Demand

The Resource Demand view compares available capacity with project demand for each resource role:

1 Navigate to Forecasting → Resources. Each resource role is shown as a separate section.
2 Capacity is calculated from team members assigned to that role and their weekly available hours.
3 Demand is the sum of planned hours from project assignments for that role in each month.
4 Months where demand exceeds capacity are highlighted in red, making it easy to spot bottlenecks and plan hiring or reallocation.
5 Use the user filter to narrow the view to a specific team member's roles and assignments.

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Step 3: Team Calendar

The Team Calendar gives you a weekly utilization overview for every team member:

1 Navigate to Forecasting → Team Calendar. Each row represents a team member, each column a week.
2 Cells are color-coded by utilization: green for healthy (under 80%), yellow for high (80-100%), red for overbooked (over 100%).
3 Click on a cell to see which projects and assignments fill that team member's week.
4 Navigate forward and backward in time using the week navigation controls at the top.

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Step 4: Team Gantt

The Team Gantt chart visualizes project assignments as horizontal bars on a timeline:

1 Navigate to Forecasting → Team Gantt. Each team member has a row with their project assignments shown as colored bars.
2 Bar length represents the assignment duration (start and end dates). Bar color matches the project color for easy identification.
3 Hover over a bar to see the project name, role, and allocated hours.
4 Use the zoom controls to switch between weekly and monthly views for different levels of detail.

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Step 5: Filtering & Analysis

Make the most of forecasting by combining views and filters:

1 All four views support user filtering. Select a specific team member to see their individual forecast and workload.
2 Cross-reference the Revenue Forecast with the Resource Demand to ensure you have capacity to deliver on projected deals.
3 Use the Team Calendar alongside the Team Gantt to spot scheduling conflicts and rebalance workloads.
4 Review forecasts regularly (weekly or bi-weekly) to catch changes early and adjust plans proactively.

Tips & Best Practices

Keep stage probabilities accurate. The weighted pipeline is only as reliable as the probabilities assigned to each pipeline stage.
Set expected close dates on deals. Deals without close dates cannot be placed on a timeline and will be excluded from monthly projections.
Configure weekly capacity for team members. Without capacity data, the resource demand view cannot calculate utilization percentages.
Use payment milestones for large projects. Splitting revenue across milestones gives a more realistic cash flow picture than booking everything at close.
Review forecasts in team meetings. Sharing the revenue and resource views with the team keeps everyone aligned on priorities and capacity.