Forecast Review

The weekly Forecast Review is an internal sales meeting designed to create clarity on the team's revenue forecast and drive accountability across Account Executives and Customer Success Managers. The meeting reviews what is in the pipeline, what has changed since the last session, and whether pipeline generation is on track to meet full-year targets.

Preparation

Before the meeting, every AE and CSM must update:

  • Their HubSpot Forecasting
    • Current month
    • Subsequent 2 months
  • Ensure an up to date "Next steps" property for all deals

Meeting agenda

The meeting runs through the pipeline in three phases.

Month-by-month review (current + next 2 months)

For each of the three months, the team walks through what has changed since the last review:

  • Closed lost — deals that were lost and why
  • New deals — newly created opportunities and their expected value
  • Deal growth — existing deals that have increased in value
  • Stage movements — deals that have advanced or regressed in the pipeline

The goal is to understand the delta: what moved, why, and what it means for the monthly forecast.

Full-year pipeline review

After the three-month walkthrough, the meeting closes with a full-year view to confirm that pipeline generation is healthy and on track to support annual targets. This surfaces any gaps early so the team can adjust sourcing or coverage.

Pipeline discipline: the 60-day rule

Deals must clear the Diagnose stage within 60 days of creation. This keeps the pipeline honest: what you see in the forecast is real, active demand, not aging placeholders.

  • At 30 days — deals still in Diagnose are flagged for additional attention. The deal owner reviews next steps with sales leadership at the next Forecast Review and agrees on the specific actions needed to advance or disqualify.
  • At 60 days — deals that have not cleared Diagnose are closed lost. Disqualifying fast is a healthy outcome; it frees time for deals we can win and keeps forecast quality high. A closed deal can always be reopened if the prospect re-engages.

Flagged and overdue deals are reviewed as part of the month-by-month walkthrough in the weekly Forecast Review.