A weighted forecast you can actually defend in a QBR.
Commit / best-case / pipeline roll-ups, a probability-weighted total, an AI read on which deals are likely to close this quarter, and quota attainment tracking.
Forecast rolls up every open opportunity by forecast category — commit, best case, pipeline — and adds a probability-weighted total, so you can see both what reps have committed to and what the math actually says. Set an optional quota and GENECRM computes attainment percentage against closed-won value for the period; an AI insights layer sits on top, surfacing which deals are likely to close and which are trending at-risk, plus a running win/loss analysis with the top reasons deals are being lost.
Commit / best-case / pipeline roll-ups
Every open opportunity carries a forecast_category (commit, best case, or pipeline, defaulting to pipeline); the forecast view sums value_usd within each category, filterable by period (via expected close date) and by owner, and visualizes the split as a composition bar.
- Commit = high-confidence value reps have explicitly flagged
- Best case = upside beyond commit
- Pipeline = everything else still open and un-flagged
Probability-weighted total and closed-won
Alongside the category roll-ups, a weighted figure sums every open deal's value times its probability percentage, giving a single blended number that doesn't depend on category flags. Closed-won value for the period is tracked separately so attainment can be computed against it.
Quota attainment
Enter a quota and the forecast recomputes attainment percentage as closed-won value ÷ quota, and a per-owner commit breakdown shows how much each rep has flagged as commit-category — useful for a manager reconciling bottoms-up commit against a top-down number.
- Attainment % = won value ÷ quota for the selected period
- Per-owner commit roll-up for team forecast reviews
AI quarter forecast: won-likely and at-risk deals
An AI insights card predicts total closing value for the period with a confidence level, breaks out how much of that lands in commit versus best-case versus is genuinely at-risk, and lists the top individual deals driving the prediction — each tagged with a risk level (high/medium/low) so reps know exactly which deals need attention before quarter-end.
- Predicted close total shown against total open value, with a confidence label
- Top drivers list names the specific deals moving the forecast, each with a risk dot
- A short narrative explains the prediction in plain language
Win/loss insights with loss reasons
A companion card analyzes closed deals to report win rate, average won and lost deal value, average sales-cycle length, and a ranked list of the most common loss reasons pulled from the lost_reason field reps enter when a deal falls through — turning scattered lost-reason notes into an actionable pattern.
- Win rate plus won/lost counts and average deal values
- Top loss reasons ranked by frequency, with counts
- Average days-to-close across closed deals
- Sales leaders preparing a QBR who need commit vs. weighted vs. actual side by side
- Reps who want an early signal on which of their deals are trending at-risk before the quarter closes
- RevOps analyzing recurring loss reasons to fix a leaky stage in the funnel
Forecast — common questions
Categories are manually flagged by reps per deal (commit, best case, pipeline) and simply summed. The weighted total is calculated independently — every open deal's value times its probability percentage — so it doesn't depend on anyone remembering to set a category flag.
Attainment percentage is closed-won value for the selected period divided by the quota you enter, expressed as a percentage; there's no quota stored by default, so the field is optional and only appears once you set one.
Yes — the underlying prediction and win/loss analysis are computed from your actual opportunity data and render whether or not an AI provider is configured for the workspace.
From the lost_reason field a rep fills in on the opportunity drawer when moving a deal to the lost stage; the win/loss insights card aggregates and ranks these across all closed-lost deals.