Account-Based Forecasting allows you to create forecasts at the account level. This is particularly useful for predicting revenue from existing customers, especially when portions of the revenue are variable or consumption-based.

In this article, you will learn about Account-Based Forecasting, including:

• Where to Access Account-Based Forecasting
• Account-Based Forecasting Layouts
• Additional Info and Resources: Account-Based Forecasting
• Next Steps

Where to Access Account-Based Forecasting

To access Account Based Forecasting, hover over the Workspaces tab and click Forecast. On the Forecast screen, select the Account Segments tab.

You can also use the keyboard shortcut GF to access the Forecast page.

Things to Note: A Salesloft admin must configure account-based segments in order to use Account-Based Forecasting.

Account-Based Forecasting Layouts

Let’s walk through the components that make up Account Based Forecasting.

Team Rollup Chart: Shows the accumulated Forecast values based on your filters.

Team Rollup Over Time: Shows how your forecast has changed over a period of time.

Hierarchy Table:  Lists your team’s opportunities within a given close date period. 

Additional Info and Resources: Account-Based Forecasting

Q: What is the "Pace" field?

A: The "Pace" field displays the predicted revenue for each account, calculated based on various factors. It is read-only.

Q: How do I adjust the projected revenue for an account?

A: You can adjust the projected revenue by entering an override amount and providing a reason in the comments section.    

Next Steps

Submit an Account Forecast in Salesloft