What Is Opportunity Forecasting?
Opportunity Forecasting is a forecasting workspace inside Opportunities.
It adds a dedicated Forecast tab where users can review revenue metrics, forecast timelines, deal risk, and data quality issues. Opportunity Forecasting is enabled from Settings > Labs.
Key Features
Opportunity Forecasting includes:
Forecast tab inside Opportunities
Summary view for revenue visibility
Forecast Timeline for time-based pipeline tracking
Weighted expected revenue
Expected Close Date support
High, Medium, and Low risk classifications
Data hygiene insights
Week, Month, and Quarter timeline views
Advanced filters
Drilldowns into underlying opportunities
Key Benefits
Opportunity Forecasting helps teams understand pipeline health without relying on manual spreadsheets. Key benefits include:
Better revenue visibility: Review max potential revenue, expected revenue, won revenue, and open opportunities.
More realistic forecasting: Use probability-based expected revenue instead of total pipeline value only.
Cleaner pipeline management: Identify missing dates, missing values, and overdue opportunities.
Faster decisions: Filter by pipeline, owner, status, date, and other fields.
Improved risk awareness: See which opportunities may be slipping.
Less manual work: Review forecasts directly inside Kyrios.
How to Open Opportunity Forecasting
Go to Opportunities in the left navigation menu. Open the Forecast tab. Use Summary for a high-level revenue view, or Forecast timeline for a time-based forecast view.
Forecast Summary View
The Summary view shows a high-level snapshot of forecast performance.
It includes:
Max potential revenue: Total value if all open opportunities close.
Expected revenue: Weighted revenue based on opportunity or stage probability.
Won revenue: Total value of won opportunities.
Open opportunities: Opportunities currently in progress.
Use this view for sales reviews, pipeline check-ins, and quick forecast health checks.
Forecast Timeline View
The Forecast timeline view shows opportunities across time periods. Teams can use this view to understand when revenue is expected to close. Use the time selector to switch between Week, Month, and Quarter views.
Advanced Filters
Use Advanced Filters to narrow the forecast by specific opportunity criteria.
Available filter types may include owner, followers, status, opportunity source, campaign type, last stage change date, opportunity value, expected close date, forecast probability, and forecast slippage.
Risk Classification
Opportunity Forecasting classifies at-risk opportunities as High risk, Medium risk, or Low risk. Risk helps teams identify opportunities that may be slipping or delayed.
Use Adjust risk settings to change the thresholds used for risk classification.
Forecast Data Quality
The Fix your forecast data panel shows data issues that can reduce forecast accuracy. Common issues include:
Missing close date
Missing opportunity value
Overdue opportunities
Fixing these fields helps the forecast reflect more accurate timing and revenue.
How to Set Up Opportunity Forecasting
Go to Settings > Labs.
Enable Opportunity Forecasting.
Go to Opportunities > Forecast.
Choose Summary or Forecast timeline.
Select a time view: Week, Month, or Quarter.
Apply filters for pipeline, owner, status, or other segments.
Review risk settings.
Fix missing or outdated forecast data.
Expected Revenue
Expected Revenue is the weighted forecast value shown in the Forecast tab. It helps teams avoid overestimating revenue by factoring in opportunity probability or stage probability.
Expected Close Date
Expected Close Date helps Kyrios place opportunities into the correct forecast period. Keep the Expected Close Date updated so weekly, monthly, and quarterly forecasts remain accurate.
Common Issues and Fixes
Opportunities are missing from the forecast
Check whether the opportunity has an expected close date and opportunity value.
Expected revenue looks too low
Review the opportunity probability or stage probability used for weighting.
Forecast totals look inaccurate
Use the Fix your forecast data panel to correct missing values, missing close dates, or overdue opportunities.
Too many opportunities appear at risk
Open Adjust risk settings and review the slippage thresholds.
FAQ
Where do I enable Opportunity Forecasting?
Enable Opportunity Forecasting from Settings > Labs, then open Opportunities > Forecast.
What does Expected Revenue mean?
Expected Revenue is the weighted forecast value shown in the Forecast tab.
Why are some opportunities not helping my forecast?
Opportunities with missing values, missing close dates, stale data, or overdue timing can reduce forecast accuracy.
What is the Forecast Timeline used for?
Forecast Timeline shows expected revenue across time periods such as week, month, or quarter.
Can I review forecasts by owner or segment?
Yes. Use Advanced Filters to review forecasts by owner, status, pipeline-related fields, dates, and other opportunity details.
What does deal risk mean?
Deal risk shows whether an opportunity may be slipping or delayed. Risk can be High, Medium, or Low.
Does Opportunity Forecasting replace the regular Opportunities view?
No. Opportunity Forecasting adds a dedicated Forecast tab inside Opportunities.