Forecast call agenda
Most forecast calls are a round of reps reading their pipeline aloud while everyone else waits for their turn. Nobody inspects anything, and the call ends with the same number it started with. This agenda spends its time on the deals that move the number, and it does not end until someone has stated a call and owners have actions.
Download it
What you get
- A timed 45-minute agenda that puts Commit inspection first, while attention is highest
- A pre-call inputs sheet so the number and the deltas are on screen before anyone speaks
- A rep prep checklist that makes the call shorter for everyone
- An action log with owners and dates, reviewed at the top of next week's call
- Ground rules for what gets discussed and what gets taken offline
Who it's for
- Sales leaders who run a weekly forecast call across several managers
- Frontline managers who present their team's number
- RevOps teams who prepare the roll-up and own the action log
What's inside
6 sections, each listed with its own size. The first is previewed below; the remaining 5 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| 45-minute agenda | 5 columns, 5 worked example rows | Below |
| Pre-call inputs | 7 fields to complete | In the download |
| Rep prep checklist | 7-point checklist | In the download |
| Action log | 6 columns, 2 worked example rows | In the download |
| Ground rules | 5-point checklist | In the download |
| Why most forecast calls run long and change nothing | Guidance notes | In the download |
Preview of section 1
45-minute agenda
Times are cumulative. Commit goes first because it is where the quarter is won or lost and where attention is freshest.
| Time | Block | What happens | Who leads | Output |
|---|---|---|---|---|
| 0:00-0:05 | Number and deltas | Current call vs last week, Commit and Best case movement, closed to date | RevOps | Shared view of where we are |
| 0:05-0:25 | Commit inspection | Every deal that entered, left, or changed in Commit this week | Managers | Confirmed or downgraded Commit list |
How to use it
1. Send the numbers before the call
Circulate the roll-up, the week-over-week change in Commit and Best case, and the list of deals that moved category 24 hours ahead. If the first ten minutes are spent pulling a report, the call is already lost.
2. Inspect changes, not the whole pipeline
Only discuss deals that entered or left Commit, changed amount, or pushed their close date. A deal that has not changed since last week does not need airtime; a deal that quietly slipped does.
3. Ask for the unmet criterion, not the confidence level
'How do you feel about it?' produces adjectives. 'What does the buyer still have to do before this signs, and when?' produces a date you can check next week.
4. End with a spoken number
Each manager states their call out loud in the last five minutes, and the leader states the team call. A number that has to be said out loud gets more scrutiny than one typed into a field.
5. Open next week with last week's actions
Two minutes on whether last week's actions happened keeps the action log honest. If they routinely do not happen, the call is theatre and you should say so.
Frequently asked questions
What should be on a sales forecast meeting agenda?
The current number against last week, inspection of deals that entered or left Commit, a short look at Best case deals that could be pulled in, escalations, and a spoken call from each manager. Everything else belongs in the pipeline review 1:1.
How long should a weekly forecast call be?
Forty-five minutes is enough for a team of up to five or six managers if the numbers are sent in advance and only changed deals are discussed. If it regularly runs over, the prep is not being done.
What is the difference between a forecast call and a pipeline review?
A forecast call decides what will land this period and is organized around the number. A pipeline review is a manager and rep going deal by deal to improve deal quality, including deals that will not close this quarter.
Should reps attend the forecast call?
Usually not for the whole call. Managers should own their team's number and present it. Bring a rep in for the specific deal being inspected when their detail is needed.