The 7 best sales forecasting software in 2026

When your forecast misses by double digits, the ripple effects hit everywhere. Finance can't plan hiring, operations scrambles on capacity, and your credibility with the board takes a hit. According to Forrester research, 79% of sales organizations miss their forecast by more than 10%.

The root cause isn't just bad data or rep optimism. It's disconnected systems. When your forecasting tool sits separate from sales engagement platforms and CRM, AI models train on incomplete information and can't connect predictions to execution.

The market is crowded: dozens of platforms claim AI-powered forecasting, but capabilities range from basic pipeline rollups to sophisticated scenario modeling with real-time execution triggers. This guide breaks down seven platforms worth evaluating, what actually differentiates them, and how to match forecasting capabilities to your revenue organization's needs.

What is sales forecasting software?

Sales forecasting software predicts future revenue by analyzing historical sales data, current pipeline activity, and buyer engagement signals. These platforms replace manual spreadsheet-based forecasting with automated data aggregation, statistical modeling, and AI-driven predictions. 

At its core, sales forecasting software answers three questions: How much revenue will we close this period? Which deals are most likely to close or slip? Where should sellers focus their effort to hit quota?

Modern platforms typically include pipeline visibility dashboards, probability weighting based on deal characteristics, rollup automation that aggregates individual forecasts into team views, and scenario modeling for projecting outcomes under different assumptions. AI-powered forecasting adds engagement signal analysis, deal health scoring that flags at-risk opportunities, and predictive modeling that learns from historical win/loss patterns. 

Platforms vary by target buyer: some embed forecasting within CRM systems, others focus exclusively on prediction accuracy, and a newer category integrates forecasting directly with sales execution workflows.

Sales forecasting software comparison: Top platforms at a glance

1. Outreach:  Best for revenue teams that need AI-powered forecasting connected directly to deal execution. Key capabilities include AI-powered forecasts with individual rep modeling, scenario planning, real-time pipeline health monitoring, deal risk signals, and integrated coaching workflows.
2. Anaplan: Best for organizations where finance owns the planning process and needs cross-functional modeling. Key capabilities include multi-dimensional modeling, driver-based forecasting, and cross-functional planning across sales, finance, supply chain, and operations.
3. Aviso: Best for teams prioritizing AI-driven forecast accuracy as their primary value proposition. Key capabilities include a proprietary LQM architecture, WinScore explanations with transparent reasoning, and time-series deal-momentum tracking. 
4. Salesforce Sales Cloud: Best for organizations already invested in the Salesforce ecosystem. Key capabilities include native CRM integration, ML-powered predictions, AI explainability with top influencing factors, and category- and segment-level forecasts. 
5. Pipedrive: Best for small teams and startups prioritizing simplicity over advanced AI. Key capabilities include drag-and-drop pipeline interface, visual deal health indicators, forecast reports, and probability-based deal weighting. Starting at $39/user/month (forecasting requires Growth plan).
6. Xactly Forecasting: Best for organizations where incentive compensation directly impacts forecast accuracy. Key capabilities include Commission Earnings Forecasting integration, unified Sales Performance Management, and compensation scenario modeling.
7. Workday Adaptive Planning: Best for CFOs and finance teams managing enterprise-wide financial planning. Key capabilities include AI-driven predictive forecasting with anomaly detection, conversational AI for FP&A queries, and headcount planning integration. 

Below, we break down each platform's strengths, limitations, and ideal use cases. Outreach leads the list as the only solution unifying sales forecasting with revenue execution; the remaining platforms serve more specialized functions within the broader forecasting stack.

The 7 best sales forecasting platforms

1. Outreach

Outreach, the leading AI Revenue Workflow Platform, differentiates bydeeply integrating forecasting with actual deal execution. While competitors analyze pipeline data and generate predictions, Outreach connects those predictions directly to seller workflows, buyer engagement signals, and coaching opportunities in a unified system of action.

The platform was named a Leader in both the Forrester Wave report and the 2025 Gartner Magic Quadrant. The AI forecast projection engine functions as a "second opinion" with statistical modeling tailored for every team and individual. Unlike generic models applying the same algorithms across all reps, Outreach's approach accounts for each seller's historical patterns and current pipeline characteristics.

Real-time pipeline health monitoring provides continuous tracking of every deal with objective health measurement. The system identifies risks and provides guidance to proactively address pipeline issues. Account Intelligence capabilities include AI-generated research, relationship mapping, and intent indicators, helping reps prioritize where to focus.

When Outreach's AI identifies a deal at risk, it doesn't just flag the issue. It surfaces recommended actions within the same platform where sellers work daily. The forecast insight connects directly to sequences, playbooks, and rep coaching workflows, closing the loop between prediction and execution.

Features

• AI forecast projections with individual rep modeling
• Scenario planning (bull case, bear case, most likely)
• Real-time pipeline health monitoring
• Deal management with risk signals
• Account Intelligence with relationship mapping
• Integrated coaching workflows
• Automated forecast rollups reducing prep time by 44%

Pricing

Custom pricing; request a demo for details.

2. Anaplan

Anaplan positions itself as a finance-centric, enterprise-grade connected planning platform. Recognized as a 9-time Leader in Gartner's Magic Quadrant for Financial Planning Software, Anaplan fits organizations where finance owns the planning process and needs cross-functional modeling beyond sales-specific forecasting.

Anaplan's foundational concept is "connected planning," which integrates planning and forecasting across finance, sales, supply chain, and operations on a single platform through a unified data environment. The multi-dimensional modeling capability connects top-down executive targets with bottom-up forecasts in a single dynamic model. The platform provides driver-based forecasting, rolling forecasts for continuous planning, and finance-owned modeling without IT dependency.

Anaplan operates differently from platforms tracking real-time engagement signals. Its strength lies in enterprise-wide planning at scale, making it better suited for CFO-led financial planning than for surfacing deal insights during active sales cycles.

Features

• Multi-dimensional financial modeling
• Driver-based forecasting
• Rolling forecasts for continuous planning
• Real-time data integration with transactional systems
• Finance-owned modeling without IT dependency
• Cross-functional planning (sales, finance, supply chain, operations)

Pricing

Contact Anaplan for enterprise pricing.

3. Aviso

Aviso differentiates as a prediction-focused platform with proprietary LQM (Language, Quantitative, and Logical Models) architecture emphasizing forecast accuracy as the primary value proposition.

Aviso's LQM architecture combines language intelligence from communication patterns, quantitative models from CRM data, and logical reasoning frameworks. The platform emphasizes time-series intelligence tracking deal momentum and risk changes. WinScore Explanations provide AI-generated deal health scores with transparent reasoning showing why specific deals are flagged as at-risk or likely to close.

Aviso operates differently from platforms with integrated execution capabilities. Its strength lies in prediction accuracy, making it a complement to existing sales engagement tools rather than a replacement for them.

Features

• LQM architecture (Language, Quantitative, Logical Models)
• Time-series deal momentum tracking
• WinScore Explanations with AI-generated reasoning
• Collaborative forecasting interface
• Deal-level risk analysis

Pricing

Custom pricing; contact Aviso for quote.

4. Salesforce Einstein

Salesforce Einstein Forecasting is an AI-powered sales forecasting tool embedded within Sales Cloud. For Salesforce customers, the native integration offers zero setup overhead, a meaningful advantage for organizations already invested in the ecosystem.

Einstein Forecasting uses machine learning algorithms to create predictive revenue models by analyzing historical opportunities and sales activities. Each prediction includes confidence ranges, predictions segmented by category, top factors influencing predictions for AI explainability, and historical trend analysis.

Einstein Forecasting provides strong baseline predictions for organizations using Salesforce as their CRM foundation. Many revenue teams pair Einstein's native forecasting with execution platforms, like Outreach, that add engagement signals, deal health scoring, and workflow automation on top of the CRM data layer.

Features

• Native CRM integration
• Machine learning predictive models
• Confidence ranges on predictions
• AI explainability (top influencing factors)
• Historical trend analysis
• Category-segmented predictions

Pricing

Einstein Forecasting is included in Sales Cloud Unlimited Edition ($300/user/month). Sales Cloud pricing starts at $25/user/month (Essentials).

5. Pipedrive

Pipedrive positions itself as a visual-first CRM specifically designed for small businesses and startups. The platform offers a drag-and-drop interface for moving deals between stages, multiple customizable pipelines, custom deal stages, and visual indicators for deal health.

The platform works best for small teams prioritizing simplicity over advanced AI capabilities. Forecasting features (forecast view and forecast reports) require the Growth plan ($39/user/month); the entry-level Lite plan covers only basic pipeline management.

Pipedrive operates differently from enterprise forecasting platforms. Its strength lies in visual simplicity and rapid deployment, making it better suited for startups and small sales teams than for growth-stage companies requiring AI-driven predictions and sophisticated deal analytics.

Features

• Drag-and-drop pipeline interface
• Visual deal health indicators
• Customizable pipelines and deal stages
• Forecast view and reports (Growth plan+)
• Probability-based deal weighting
• Extensive third-party integrations

Pricing

• Lite: $14/user/month (no forecasting)
• Growth: $39/user/month (forecasting included)
• Premium: $64/user/month
• Ultimate: $79/user/month

6. Xactly Forecasting

Xactly Forecasting differentiates through a distinctive capability: proprietary Commission Earnings Forecasting integration that uniquely combines incentive compensation data with revenue pipeline forecasting within a unified Sales Performance Management platform.

The platform forecasts revenue while incorporating incentive compensation data directly into models. Changes in forecast scenarios impact compensation projections, while compensation parameters influence forecast accuracy. Finance teams run prediction models visualizing commissions alongside pipeline data.

Xactly’s strength lies in connecting compensation to sales performance, making it better suited for organizations where incentive design directly impacts forecast accuracy than for teams seeking end-to-end revenue workflow integration.

Features

• Commission Earnings Forecasting integration
• Unified Sales Performance Management
• Compensation scenario modeling
• Pipeline and commission visualization
• Cross-functional finance and sales alignment

Pricing

Custom pricing; contact Xactly for quote.

7. Workday Adaptive Planning

Workday Adaptive Planning focuses on broader financial planning and analysis needs of CFOs and finance teams rather than sales-specific forecasting.

Workday Adaptive Planning explicitly differentiates from sales-led forecasting tools by connecting sales forecasting with corporate financial planning processes, headcount planning, and operational scenarios under finance ownership. 

Workday’s strength lies in enterprise financial planning, making it better suited for CFO-owned processes than for sales leadership driving revenue execution improvements.

Features

• AI-driven predictive forecasting with anomaly detection
• Conversational AI for FP&A queries (Workday Assistant)
• Natural language processing
• Headcount and operational planning integration
• Corporate financial planning alignment

Pricing

Custom pricing; contact Workday for quote.

What actually matters when choosing forecasting software

Revenue leaders evaluating sales forecasting platforms face a critical distinction: vendors often present similar feature checklists, but research and analyst validation reveal clear differentiators between platforms that deliver measurable impact and those that add tech stack complexity.

Unified platform vs. best-of-breed point tools

The most strategic decision isn't which forecasting tool to buy. It's whether to consolidate point tools or continue managing disconnected systems. Forrester identifies "platform consolidation in revenue tech stacks" as a defining market trend, while unified platform architectures demonstrably outperform fragmented approaches for AI forecasting accuracy.

Separate forecasting, engagement, and intelligence tools create data latency and poor AI model training. Platforms like Outreach that unify forecasting with engagement workflows provide comprehensive AI forecast projection through integration of complete customer interaction data. This approach improves both sales productivity and forecast confidence.

Accuracy claims require validation methodology

Every vendor claims superior accuracy. Look for Forrester TEI studies, customer references with quantified results, and transparent methodologies. Self-reported accuracy metrics without third-party validation should prompt additional due diligence.

Platform consolidation vs. spreadsheet replacement

If you're in spreadsheets, start with basic CRM tools. If you're at $50M+ ARR managing 4-6 disconnected tools, prioritize unified revenue orchestration platforms (such as Outreach).

Types of sales forecasting methods

Sales forecasting falls into two broad categories: qualitative and quantitative.

• Qualitative forecasting relies on expert judgment, market intuition, and non-measurable factors. It works best for new products, market entries, or situations with limited historical data. Examples include the Delphi method (structured expert consensus) and market research panels.
• Quantitative forecasting uses historical data and statistical models to project future revenue. This approach delivers higher accuracy for established businesses with consistent sales patterns. Common methods include time series analysis, regression modeling, and AI-driven predictive analytics.

Most B2B revenue teams combine both approaches: quantitative models establish the baseline forecast while qualitative inputs adjust for market shifts, competitive moves, or strategic initiatives that historical data cannot capture. The best forecasting methods connect predictions directly to execution workflows.

The right sales forecasting software

Sales forecasting platforms fall into two categories: tools that generate predictions and tools that connect predictions to execution. Most platforms on this list excel at the first category. They analyze pipeline data, apply AI models, and surface forecasts with varying degrees of accuracy.

Outreach operates differently. It's the only platform that processes forecasting intelligence and executes on it within the same system. When a deal shows risk signals, the insight flows directly into seller workflows, coaching recommendations, and engagement sequences. 

This closed loop between prediction and action is why Forrester recognized Outreach as a Leader in Revenue Orchestration and why organizations consolidating fragmented tech stacks increasingly choose unified platforms over best-of-breed point tools.

FAQs

What is the best forecasting software?

The best forecasting software depends on your organization's needs and existing tech stack. For revenue teams seeking unified forecasting with deal execution, Outreach leads the market as the only platform connecting predictions directly to seller workflows. Anaplan excels for enterprise-wide connected planning owned by finance. Aviso specializes in pure-play AI accuracy. Salesforce Einstein works best for organizations already committed to the Salesforce ecosystem. Evaluate based on three criteria: integration depth with your existing tools, whether the platform enables action on insights (not just visibility), and analyst validation from Forrester or Gartner.

Can ChatGPT do forecasting?

ChatGPT can assist with forecasting analysis, but it cannot replace purpose-built forecasting software. It lacks real-time CRM integration, historical pipeline data access, and the ability to monitor buyer engagement signals that drive accurate predictions. ChatGPT can help draft forecast narratives, explain statistical concepts, or analyze exported data you provide. However, production forecasting requires platforms that continuously ingest live pipeline data, track deal progression patterns, and integrate with your revenue workflows.

Does Excel have a forecasting tool?

Yes, Excel includes built-in forecasting capabilities through the FORECAST function, exponential smoothing (ETS), and trendline analysis. These tools work for basic projections using historical data. However, Excel forecasting has significant limitations for B2B sales: it requires manual data entry, lacks real-time pipeline integration, cannot incorporate engagement signals, and doesn't scale across large sales teams. Most organizations outgrow Excel forecasting between $10M and $30M ARR when pipeline complexity and team size make manual processes unsustainable.

What is the best forecasting method for sales?

The most effective B2B sales forecasting combines weighted pipeline analysis with AI-driven signal monitoring. Weighted pipeline assigns probability percentages to deals based on stage, while AI models analyze engagement patterns, deal velocity, and historical win rates to adjust those probabilities. This hybrid approach outperforms single-method forecasting. The key differentiator is whether your forecasting method connects to execution: platforms that surface risks and recommended actions within seller workflows consistently deliver higher accuracy than tools that only generate reports.

How accurate should sales forecasts be?

Outreach research shows that just 43% of sales leaders forecast within 10% accuracy, while 10% regularly miss their targets by more than 25%. Accuracy within 10% is considered good performance. The path to higher accuracy requires three elements: clean CRM data with consistent opportunity hygiene, defined commit criteria that remove subjectivity, and forecasting tools that incorporate real-time engagement signals rather than relying solely on rep judgment.

How often should you update sales forecasts?

Most B2B organizations update forecasts weekly during active selling periods, with daily monitoring for commit-category deals approaching close dates. The cadence matters less than the process: each update should incorporate new engagement data, deal health changes, and pipeline movements, rather than simply reconfirming previous calls. Platforms with real-time pipeline management capabilities enable continuous forecasting rather than point-in-time snapshots, reducing the gap between forecast calls and actual pipeline status.