---
title: "Be Amazing at Forecasting: The Sales Leader's Guide to Forecasting"
description: A rigorous guide teaching how to do sales forecasting for SMB, mid-market, and enterprise sales motions.
image: https://salesnerds.atriumhq.com/hubfs/4a-1.jpg
---

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## Be Absolutely Fantastic at Forecasting

### ![4a-1](https://salesnerds.atriumhq.com/hs-fs/hubfs/4a-1.jpg?width=263&name=4a-1.jpg) Having a handle on where your team is going to land this month, quarter, and year is a primary responsibility of sales leadership. This guide will make you better at it.

Whether you're responsible for a transactional SMB team, a somewhat slower mid-market team, or a group of enterprise elephant hunters in the field, this 10-page guide written by a Sales Operations pro will make you a forecasting pro.

What you'll learn:

- "Top-down", math-based forecasting for more velocity sales, based on the revenue formula.
- "Bottoms-up", forecasting that focuses on pressure testing slower enterprise deals.
- When and where to call BS on a fudged forecast. 
- A helpful Google Sheet template to manage any of the above.
-  This guide is powerful for Sales Managers, Leaders, and Sales Operations pros.

![Sales Managers Forecasting Guide Preview](https://salesnerds.atriumhq.com/hs-fs/hubfs/Sales%20Managers%20Forecasting%20Guide%20Preview.png?width=489&name=Sales%20Managers%20Forecasting%20Guide%20Preview.png)

An example rep scorecard from the "Bottoms Up Enterprise Forecasting" section:  ![Example Rep Forecasting Scorecard](https://salesnerds.atriumhq.com/hs-fs/hubfs/Example%20Rep%20Forecasting%20Scorecard.png?width=864&name=Example%20Rep%20Forecasting%20Scorecard.png)

Example of a "math-based" forecasting methodology for more transactional sales motions:

![Math Based Forecasting](https://salesnerds.atriumhq.com/hs-fs/hubfs/Math%20Based%20Forecasting.png?width=846&name=Math%20Based%20Forecasting.png)

---

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