Opportunity Forecasting in Sparkforge

Opportunity Forecasting predicts future revenue from your pipeline data. Combine opportunity value, close date, and probability and you get a live view of what is likely to close, when. The feature lives in the Forecast tab under Opportunities (currently in Labs).

How forecasting calculates revenue

The system computes Expected Revenue automatically:

Expected Revenue = Opportunity Value × Probability

Probability source order:

1. Opportunity-level probability if it is enabled and set
2. Otherwise, stage-level probability

If both exist, opportunity-level probability wins.

Revenue metrics

• Max Potential Revenue: total value of all open opportunities.
• Expected Revenue: weighted by probability.
• Won Revenue: revenue from closed-won opportunities.

Inclusion rules

• Open opportunities are included by Expected Close Date.
• Won opportunities use Closed Date, not Expected Close Date.
• Lost opportunities are excluded.
• Opportunities without an Expected Close Date are excluded.

Forecast views

Summary view

A high-level snapshot of revenue metrics, open opportunity count, at-risk breakdown, and data hygiene flags. The Summary tab is hidden from users without permission to see opportunity values.

Forecast Timeline

Distribution of opportunities over time. Group by Expected Close Date and view by week, month, or quarter. Switching ranges does not change the underlying data.

Risk classification

Opportunities are categorized automatically by:

• Times pushed: how often Expected Close Date has been moved forward.
• Days past close date: how overdue the opportunity is.

Each risk level — High, Medium, Low — supports configurable AND/OR rules. If an opportunity matches multiple conditions, it lands at the highest applicable risk level.

Data hygiene insights

Forecasting flags gaps that hurt accuracy: missing close dates, missing values, and overdue opportunities. Each insight is clickable and opens the filtered list of opportunities so you can fix data fast.

Filters and drilldowns

• Apply Advanced Filters by owner, status, stage, close date, and more.
• Filters persist across Summary view and the Forecast Timeline.
• Click any metric to drill down into the underlying opportunities.
• Edit opportunities directly from the drilldown.

Best practices

• Always set Opportunity Value and Expected Close Date.
• Use opportunity-level probability when stage probability is too coarse.
• Review risk insights and data hygiene cards on a regular cadence.
• Tune risk rules to match your actual sales cycle length.