Overview
Expected Production Analytics provides a forward-looking revenue forecast based on opportunity Estimated Close Dates.
This analytic helps teams understand expected production across upcoming weeks, months, quarters, or years.
What You'll See
Expected Production Analytics displays:
Weighted Forecast
Best Case Forecast
Already Won Revenue
The report also includes summary cards for projected production over the next:
30 Days
60 Days
90 Days
Users can toggle between:
Period View - displays each reporting period independently
Cumulative View - displays running totals over time to help visualize pacing towards revenue goals.
🔍 Tip: Grouping options for Expected Production Analytics include Week, Month, Quarter, and Year.
Accessing Expected Production Analytics
To access Expected Production Analytics:
Navigate to Opportunities
Select the desired pipeline
Click Analytics
Select Expected Production
Available Filters
Date Range
Pipeline
Assigned Agent
Grouping
Period or Cumulative View
How It's Used
Expected Production Analytics is commonly used for:
Quarterly forecasting
Revenue pacing conversations
Rep-level forecasting
Forecast confidence reviews
Identifying opportunities missing close dates
Leadership teams often use the cumulative view to evaluate whether the team is pacing toward quarterly or annual revenue goals.
Best Practices & Important Things to Know
Keep Estimated Close Dates Updated
Expected Production Analytics relies entirely on the Estimated Close Date field.
Keeping close dates current improves forecast accuracy and ensures opportunities appear in the correct reporting periods.
Use Weighted Forecast for Operational Forecasting
Weighted Forecast incorporates stage probability and is generally more useful for realistic forecasting than Best Case values alone.
Review Opportunities Missing Close Dates
A large number of opportunities without Estimated Close Dates can significantly reduce forecast visibility.
The banner at the top of the report identifies opportunities currently missing Estimated Close Dates.
Estimated Close Date is Required
Opportunities without an Estimated Close Date will not appear in this analytic.
Understanding Weighted vs. Best Case
Weighted Forecast uses stage probability to calculate a more realistic forecast
Best Case Forecast assumes every opportunity closes at full value
The difference between the two represents forecast risk within the pipeline.
Drill Into Opportunities
Clicking a chart bar opens the Opportunities list filtered to the selected period and currently applied filters.
Troubleshooting
My Opportunities Are Missing From the Report
Check the following:
The opportunity has an Estimated Close Date
The close date falls within the selected date range
The correct pipeline is selected
The opportunity is active and not archived
Why Do the KPI Cards Not Match the Chart?
The 30 / 60 / 90 day KPI cards always calculate forward from today’s date, regardless of the chart’s selected date range.