Run the forecast call on numbers everyone trusts
We build the sales processes, forecasting systems and operating cadence that help revenue leaders manage pipeline, predict revenue and execute against the plan.
Where pipeline and forecasting usually break
- Sales processes aren't consistently defined or followed: Pipeline stages, exit criteria and required fields vary across teams, making it difficult to manage deals consistently or report on progress.
- CRM data isn't maintained: Close dates are outdated, key fields are missing, and opportunity records aren't regularly updated. Managers spend too much time chasing updates and questioning the data.
- Forecasting processes and systems aren't connected: Forecast categories, manager adjustments and reporting aren't consistently configured, making it difficult to roll up forecasts and understand what's changed.
- Planning and execution aren't connected: Territory, capacity and quota plans aren't connected to actual performance, making it difficult to identify gaps, adjust resources and stay on track throughout the year.
Types of projects we run most often. You can start with one and add more later.
Pipeline and forecasting
- Sales process and pipeline setup: Design and configure sales stages, exit criteria, required fields and automated alerts to support consistent pipeline management.
- Forecasting setup and automation: Configure forecast categories, automated rollups, manager adjustments and dashboards in your CRM or forecasting tool.
Cadence and planning
- Pipeline and forecast operating cadence: Design the process, reporting, templates and workflows that support consistent pipeline and forecast reviews.
- Sales capacity and quota planning: Build capacity, territory and quota models, integrate targets into the CRM or planning tool and automate plan versus actual reporting.
Quote to contract
- CPQ, pricing and deal approvals: Configure product catalog, pricing and discount rules, quote generation and automated approval workflows.
- Contract and order workflow: Build quote to contract workflows, integrate e-signature tools and sync contract and order data with the CRM.
Each project is scoped, built and handed over on its own, with documentation and training for your team.
Experts in: Salesforce, HubSpot, Clay, ZoomInfo, Apollo, LeanData, Outreach, Salesloft, Marketo, Gong, Sybill, Clari, Spiff, Gainsight.
Pipeline and forecasting work we've delivered
- How Lean Layer Helped Our Client Improve Forecasting Accuracy by 65%: Forecasts became 65% more accurate.
- 100+ hours saved on territory planning: Days of planning turned into one working session with an interactive map.
- 200+ hours saved on compensation plans: Complex plans configured in Spiff.
- Territories redesigned for a new GTM strategy: Delivered for an enterprise team on a tight deadline.
Every project starts with an audit
We review your stages, forecast process and pipeline data today. It sets the scope of the build and the baseline we measure results against.
- Audit: Findings and a baseline
- Scope: Deliverables and an estimated timeline
- Build: A tested, working system
- Handover: Documentation and training
Talk to a pipeline and forecasting specialist
We'll look at how your forecast comes together today and where an audit should start. Book a call