What does Salesforce CPQ do to facilitate better revenue forecasting?

Salesforce CPQ facilitates better revenue forecasting primarily by generating reports that are based on sales performance and quote accuracy. This functionality allows organizations to analyze historical sales data effectively, providing insights into trends and patterns that inform future revenue expectations.

When accurate quotes and sales performance metrics are included in these reports, decision-makers can make informed assessments on the sales pipeline and likely revenue outcomes. This data-driven approach enhances forecasting accuracy by aligning it with actual performance metrics, helping sales teams adjust strategies and make more informed business decisions.

In contrast, incorporating only manual sales data would limit the effectiveness of forecasting, as it may not capture comprehensive insights. Removing old sales data might overlook significant trends, while restricting the sharing of forecast information would hinder collaboration and transparency, which are critical components for accurate forecasting.