Forecasting Overview

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Akoonu Forecasting adds structured forecast workflows to Salesforce — submission cadence, layered adjustments, hierarchy roll-ups, and audit trails. It works with your existing Salesforce forecasting setup and extends it with the structure most teams need but Salesforce doesn’t provide out of the box.

Core concepts

Before diving into the product, here are the foundational terms that define how forecasting works in RevWorks.

Forecasting

Forecasting is how you turn raw sales data — your pipeline and opportunities — into a structured prediction of revenue. It’s also how you communicate that prediction across the organization for accountability and visibility.

Cadence

The cadence is the recurring schedule that governs when forecasts are due. It defines the day, time, and window for each submission cycle. This is the working rhythm that keeps everyone in sync so forecasting becomes a well-practiced discipline that improves confidence and accuracy over time.

Submissions

A submission is the act of reviewing the forecast data — deals, roll-ups, and adjustments — for a cadence cycle, applying judgment, and committing a number. That number rolls up through the hierarchy to your manager and beyond. Each submission is timestamped and tracked for accountability.

Adjustments

Adjustments are the overrides that layer on top of the underlying pipeline data. They represent human judgment — the experience from selling over time that you apply to individual deals or, as a manager, to your reps’ forecasts. Adjustments are how the raw data becomes a trusted revenue prediction.

Shared forecasts

Shared forecasts (also called delegated forecasts) let you submit a forecast on someone else’s behalf. RevOps might submit for the head of sales, or a manager might cover for a rep who’s on vacation. This keeps the forecasting roll-up complete with no gaps in the hierarchy.

Reference forecasts

A reference forecast is a snapshot of the forecast at a specific point in time — the first week of the month, the third week of the quarter, or any point you choose. From that point forward, everything can be compared back against the reference. Use reference forecasts to assess accuracy and track how the forecast evolves through the period.

What’s next

These concepts come together in the submission workflow. Start with Submission Cadence and Status to understand the weekly rhythm, then explore the three submission methods: Quick Submit, Deal-Based Submissions, and Team Submissions.