Monitor forecast accuracy

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.

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:

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.