RevOps, Sales manager, Manager of managers, Sales leader
Gong Forecast*
Deals > Analytics > Performance
How to read the report
The accuracy information in the report gives you cues to understand how accurate historical forecasts were, whether someone tends to over- or under-forecast, and by how much.
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Use the report regularly to stay on top of forecast accuracy, and look out for patterns and repeat behaviors that can help better predict your numbers.
Accuracy percentage
The accuracy number is calculated by dividing the forecast for the chosen week by the actual sales at the end of the period, and converted to a percentage:
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Forecast scale
The accuracy number also indicates whether the forecast was under or over for the chosen week. This scale helps you access who is cautious and who's a sandbagger so that you can take a haircut.
99% or below indicates under-forecasting
100% indicates an accurate forecast
101% and above indicates over-forecasting
Accuracy scale
The colors in the chart indicate the level of accuracy for each person.
85-115% accuracy is colored green, indicating high accuracy
70-84% and 116-130% is colored pink, indicating medium accuracy
Below 70% and above 130% is colored red, indicating low accuracy
Customize the report
Change the team, line of business, forecast category, and forecast week to get the report you want to see.
*The features available to you depend on your company’s plan and your assigned seats.