As a former childcare center owner turned operations and implementation project manager at Outbound Funnel, I know firsthand the importance of balancing data and intuition when making key business decisions. Running a childcare center required me to forecast staffing, supplies, and services based on shifting demands—much like forecasting sales. Now, working at a niche systems integrator agency that specializes in Gong + HubSpot implementations, I’ve seen how the right sales forecasting method can be a game-changer for companies looking to scale.
Forecasting sales doesn’t have to be complicated, but it should be accurate. Here are a few tried-and-true methods to help you decide which one best suits your organization.
1. Opportunity-Stage Forecasting
Much like anticipating when parents will need extra childcare due to unexpected work shifts, opportunity-stage forecasting helps you predict which deals are likely to close by evaluating where they are in the sales pipeline. Each stage is assigned a probability, and the further along a deal is, the better its chances of closing.
Why it works for Outbound Funnel clients:
When our clients use Gong, opportunity-stage forecasting enables them to track deal progress with high accuracy. By integrating Gong’s insights, you can spot potential risks in your pipeline and course-correct in real-time. It’s straightforward and ideal for businesses with clearly defined sales stages.
2. Intuitive Forecasting
Sometimes you just know things—like when the weather forecast says it’s sunny, but your experience says it’s going to rain. That’s intuition, and it can be a powerful tool in forecasting, especially when launching something new. This method relies on your sales team’s knowledge rather than hard data, making it quick and flexible for new products or services.
Why it works for Outbound Funnel clients:
When implementing new features or integrations with Gong and HubSpot, intuitive forecasting can give clients an initial sense of how the market might react. However, we always recommend backing intuition with data to avoid guesswork that could lead to costly errors.
3. Historical Forecasting
As with planning supplies for a steady flow of children based on past attendance, historical forecasting draws from previous sales data to predict future outcomes. It’s best when your sales cycles and market conditions remain relatively stable.
Why it works for Outbound Funnel clients:
Using HubSpot’s reporting tools, historical forecasting helps our clients analyze previous sales trends. By spotting patterns, they can make informed decisions about future performance. Just remember—while history is a great teacher, it won’t always predict the future when market conditions change.
4. Multivariable Analysis Forecasting
Think of this method as managing an entire ecosystem—multiple factors (like weather, enrollment, or staffing) affect how the day unfolds. In sales, multivariable analysis uses many data points—market trends, customer behavior, and historical data—to create a comprehensive forecast.
Why it works for Outbound Funnel clients:
We recommend multivariable analysis for companies using both Gong and HubSpot. By combining Gong’s AI with HubSpot’s robust reporting, our clients get a holistic view of their pipeline. This method allows them to fine-tune their forecasts by factoring in multiple variables, leading to improved accuracy.
5. Length of Sales Cycle Forecasting
Just like knowing how long it takes to settle a new child into your care, this forecasting method looks at how long deals take to close and where they might be stalling. By understanding the average length of your sales cycle, you can prioritize deals and spot potential bottlenecks.
Why it works for Outbound Funnel clients:
For clients managing complex, long sales cycles, knowing how long it takes to close deals is crucial. With Gong’s insights on deal velocity, our clients can optimize their pipeline management, ensuring they’re spending time where it matters most.
Whether you’re running a childcare center or a sales team, the key to success is using the right tools and strategies to stay ahead. At Outbound Funnel, we specialize in helping SMBs implement Gong + HubSpot solutions that streamline their operations and provide the clarity needed for accurate forecasting.
Need help building a more accurate forecast for your SMB?
Contact Outbound Funnel for a consultation and see how our custom Gong + HubSpot solutions can help you run a tighter ship.
