---
title: Sales forecasting software and pipeline review | Ricavi
url: https://www.ricavi.ai/pipeline-forecasting
updated: 2026-10-20
language: en-AU
---

# Sales forecasting software that runs your pipeline review on evidence.

> Your reps tell you what they’ll close. Ricavi reads their calls and your CRM, and puts its own number next to theirs. Start the review where the two don’t match. Ricavi’s forecast sits next to yours once ten or more deals have closed.

This is the Markdown version of Ricavi’s pipeline forecasting page, written for AI assistants. It follows the page section by section. The figures are the page’s approved figures. Deal names and amounts come from one example pipeline.

- Page: https://www.ricavi.ai/pipeline-forecasting
- Book a demo: the Book a demo button on https://www.ricavi.ai/pipeline-forecasting opens the demo form.

## The five things on this page

1. Your rep’s number and Ricavi’s, side by side.
2. The CRM counts the stage. Ricavi reads what buyers said.
3. Each way to forecast has a blind spot. Ricavi checks the calls.
4. The gap isn’t spread evenly. A few reps carry most of it.
5. Start where the numbers differ most. Then agree the next move.

## For the person who owns the number

Your reps tell you what they’ll close. Ricavi reads their calls and your CRM, and puts its own number next to theirs. Start the review where the two don’t match.

- Ricavi’s forecast sits next to yours once ten or more deals have closed.
- Security and data: SOC 2 Type I and II, ISO 27001, GDPR, and no external training on your data.

## What Ricavi does for your forecast

- **Two numbers.** Ricavi puts its own number next to each rep’s, deal by deal.
- **Each deal checked.** Each deal shows its chance to close, and the evidence behind it.
- **Where the gap sits.** See who the gap sits with, and why.
- **Next moves drafted.** Ricavi drafts the email, task, or stage change for the rep to approve.

## Where Ricavi sits: forecasts from the CRM and call tools you already use.

Calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi reads the deals in your CRM and scores each one from what buyers said. It drafts updates for the rep to approve.

- 83%: less admin. Ricavi writes the call notes, drafts the follow-ups, and updates the CRM once reps approve.
- Ricavi reads the deals in your CRM (HubSpot, Salesforce, or Microsoft Dynamics) and scores their health. Nothing is written to your CRM until the rep approves it.
- Calendar and files sit alongside: Google Calendar, Outlook, Google Drive, and OneDrive. Sign in with Google SSO, Microsoft SSO, or SAML (Okta, Azure AD).
- Not a DIY product. Installed and monitored by sales and technical leaders.

## Same deals, two numbers.

- Your commit: A commit is what a rep says will close this quarter. This rep commits $219.7k.
- What Ricavi says: Ricavi scores each deal’s health from what buyers said on calls and what’s in your CRM. From those scores, it puts the same deals at $72.6k.
- The deals behind the gap: most of the gap is two deals. The rep called them Strong and Medium. Ricavi gives them a 5% and a 12% chance of closing.

## Customer: Conor Bell, Account Executive, HubSpot

“Ricavi has helped me generate 50% more net new opportunities. Over an 11-week period, I was able to secure 12 new deals, resulting in a 38% increase in our quarterly sales.”

## Pipeline management software: trace one deal back to the evidence.

Brightwell is one of this rep’s deals. The rep called it Medium, but Ricavi gives it a 12% chance to close. Here’s why.

- What the CRM counts: $42,000 at Proposal, closing 31 July. The CRM counts the stage and close date the rep typed in. Nothing here says what the buyer agreed to.
- What’s missing: four gaps, each named. Deal health finds only one contact, and nothing agreed on the problem, the business case, or how they’ll decide. That’s why Ricavi says 12%.
- The next move: the ask that closes the biggest gap. Ricavi drafts the next move: ask Hannah Moore who else is buying. Deal health goes up as each gap is filled.

## How teams forecast: sales forecasting techniques, and where each one breaks.

Most teams forecast from the rep’s word, the deal’s stage, or last quarter’s results. Each one misses something. Ricavi checks every deal against what buyers said.

| Way to forecast | What the rep says | Which deals are real (where it breaks) |
|---|---|---|
| Rep judgement | Each rep calls their own deals: commit, best case, or out. | Hopes and fears creep in, and nobody can check why. |
| By stage | Each stage has a set win chance, times the deal value. | The rep picks the stage. A deal can sit at Proposal before discovery is done. The stage says nothing about what the buyer agreed to. |
| Past run rate | Last period’s results and win rates, carried forward. | It assumes this quarter looks like last quarter. No next move for any deal. |

Ricavi, at each point:

- What the rep says: Ricavi puts its own number next to each rep’s, deal by deal.
- Which deals are real: Each deal gets a chance to close from what buyers said. The gap shows you where to look.
- What’s missing: Each deal shows what the buyer hasn’t agreed to yet.
- What to do next: Ricavi drafts the email, task, or stage change for the rep to approve.

Ricavi doesn’t replace the rep’s call. It puts both numbers side by side. Ricavi’s forecast sits next to yours once ten or more deals have closed.

- 3.2x: more accurate forecasts. Deals are scored on what really happened on the call.

## The team view: Your reps say $4M. The calls say $2.6M.

This is Ricavi’s team view. Each rep’s number sits next to Ricavi’s, so you can see who the $1.4M gap sits with, and why. The figures come from Ricavi’s Team forecast screen for one example team.

| Rep | Rep’s commit over Ricavi’s forecast | At-risk deals |
|---|---|---|
| Noah Bennett | $490k | 3 |
| Oscar Lane | $410k | 2 |
| Tomas Ellery | $230k | 2 |
| Maya Patel | $210k | 2 |
| Olivia Hart | $60k | 1 |
| Team | $1.4M ($4M committed, $2.6M forecast) | 10 |

Why the gap, in Ricavi’s own answer: no economic buyer engaged on 4 of the at-risk deals, no agreed next step on 3, and no activity for 30 days or more on 3. Biggest gap: Noah Bennett, $490k. Start with his three at-risk deals.

## How to run a pipeline review on the evidence.

A pipeline review is the meeting where you go through the deals behind the forecast. Start with the gap between each rep’s number and Ricavi’s. Open the deals where they differ most. See what’s missing, and agree the next move. Then you can explain the number you take upstairs.

1. Before the review: Each rep has entered a commit: the deals they say will close. Ricavi puts its own forecast next to each rep’s, from deal health.
2. First: Not every deal needs the same time. Start with the rep whose number is furthest from Ricavi’s.
3. Each big gap: The rep says a deal will close. Ricavi gives it a low chance. Each deal shows its chance to close, and the evidence behind it.
4. On each deal: A deal sits at Proposal, but the buyer hasn’t agreed to much. Ricavi shows what the buyer hasn’t agreed to yet.
5. Before you leave: Every deal you opened needs a next move. Ricavi drafts the email, task, or stage change for the rep to approve.
6. After the review: Finance asks how sure you are. You can show the evidence behind each deal in the number you take upstairs.

Last reviewed 20 Oct 2026 · Source: Ricavi product documentation

## Built on how sales is taught, not bolted on.

Behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills. Ricavi was built by its founders: Dave builds companies, Regan builds sales teams, and Luigi builds performance.

“I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.” Stuart Cook, MD, TWIYO

## Customer: Jane Susak, Sales Manager, Essential Assessment

“I was at dinner and overheard my team telling our GM how valuable they found Ricavi.”

## FAQ: questions about sales forecasting software

### What is sales forecasting software?

Sales forecasting software predicts how much your team will close in a period. A CRM forecast adds up the stages and close dates reps enter. **Ricavi forecasts each deal from deal health**, a health score based on what buyers actually said on calls and what’s in the CRM. Each rep’s own call sits beside it.

### How accurate is AI sales forecasting in Ricavi?

Teams using Ricavi see **3.2x more accurate forecasts**, because deals are scored on what actually happened in the conversation. Your own result depends on your deals and your history. Every number has a Why? link to the deal health behind it, so you can check it deal by deal.

### What do we get before ten deals have closed?

**From day one, every deal gets a health score** and its risk signals. Each rep gets their own forecast view. Ricavi’s own forecast and its predicted revenue appear once ten or more deals have closed.

### Do reps see Ricavi’s forecast of their deals?

Yes. Each rep’s forecast view shows **their own call beside Ricavi’s**, and the Why? link shows what’s missing on each deal. A rep can fix a deal before the review instead of defending it in one.

### Will Ricavi change anything in our CRM?

Ricavi drafts stage changes, tasks, and record updates. **Nothing is written to your CRM until someone approves it.** Your admin chooses which actions Ricavi may draft, which CRM fields it may write to, and the thresholds that mark a deal at risk or stalled.

### Does Ricavi use our deal data for training?

**Your data isn’t used for external training.** Ricavi’s forecast learns from your own closed deals. Data is encrypted end to end. Ricavi is SOC 2 Type I and II and ISO 27001 certified, and it meets GDPR requirements. Each person sees in Ricavi what their CRM access allows.

### Is Ricavi pipeline management software?

Yes, **as a layer above your CRM**. Ricavi reads the deals in your CRM, scores their health, flags the risk signals, and drafts the next moves for someone to approve. Your CRM stays the system of record.

### Does Ricavi calculate pipeline coverage?

No. **Pipeline coverage is your open pipeline divided by the target you still have to close**, and it stays in your CRM or planning sheet. Ricavi shows the target, closed won, and gap to target beside the forecasts. It also shows the open pipeline by stage, with deal health on every deal. That way you can see which part of your coverage is real.

### What should I ask Ricavi before a pipeline review?

Start with **the questions the deals view already suggests**: “Why does Ricavi think my forecast is off?”, “Which at-risk deal is easiest to rescue?”, and “Draft a re-engagement email” for a deal that has gone quiet. Each answer comes from the deals and calls on record.

## Product facts

| Figure | Label |
|---|---|
| 3.2x | More accurate forecasts. Deals are scored on what really happened on the call. |
| 10 | Closed deals before Ricavi’s own forecast and predicted revenue appear. |

- AI forecasting needs ten or more closed deals. Before that, every deal gets a health score and its risk signals, and each rep gets their own forecast view.
- CRMs: HubSpot, Salesforce, and Microsoft Dynamics. Nothing is written to the CRM until the rep approves it.
- Security and data: SOC 2 Type I and II, ISO 27001, and GDPR. Your data isn’t used for external training.

## Links

- Pipeline forecasting: https://www.ricavi.ai/pipeline-forecasting
- Deal review: https://www.ricavi.ai/deal-review
- Pricing: https://www.ricavi.ai/pricing
- Meeting recorder: https://www.ricavi.ai/meeting-recorder
- How Ricavi compares: https://www.ricavi.ai/compare
- Sales coaching software: https://www.ricavi.ai/sales-coaching-software
- Book a demo: use the Book a demo button on https://www.ricavi.ai/pipeline-forecasting