Forecasting

Forecast coverage measures your weighted forecast, relative to your quota for a given period of time.  To measure forecast coverage, you take your forecast for a period, and divide by your quota for that same time period.

For example, if a rep is forecasting $120,000 for Q2 and their quota for Q2 is $125,000, then their forecast coverage is $120,000 / $125,000 = 96%.  This rep is projecting to close 96% of their quota.

“It’s a combination of both art and science,” is a phrase you hear when someone is trying to describe a process that, while mostly based on facts or data, is infused with some other factors, most commonly human emotion.