Forecasting and pipeline intelligence

Important

This content is archived and is not being updated. For the latest documentation, go to Overview of Dynamics 365 Sales. For the latest release plans, go to Dynamics 365 and Microsoft Power Platform release plans.

Important

Some of the functionality described in this release plan has not been released. Delivery timelines may change and projected functionality may not be released (see Microsoft policy). Learn more: What's new and planned

To make informed strategic decisions, organizations must accurately project revenues and predict sales to understand the business's health. Different stakeholders in the organization must make strategic decisions based on the projections, such as:

• CEOs need to foresee demand for every product to undertake strategic business transformations.
• COOs need to understand the scope of the business to allocate resources efficiently.
• CFOs need visibility into upcoming cash flows to craft financial plans for business growth.

However, organizations often struggle to develop accurate sales forecasts that can truly inform these strategic decisions. The forecasting feature in Dynamics 365 Sales provides sales teams the ability to forecast revenue, track the team's performance against targets, and identify pipeline risks that might jeopardize their ability to hit the targets. Pipeline intelligence provides comprehensive views and insights into their sales pipeline.

To learn more about forecasting and pipeline intelligence, see Project accurate revenue with sales forecasting.