Predictive forecasting (PF) helps a sales representative and more importantly, a sales manager, forecast accurately. PF can help provide better insight into where deals are and what deals are at risk of not making the forecast. When implemented properly, predictive forecasting represents one of the faster growing business applications for sales leaders.
Predictive content leverages machine learning, and functions to show content that may be appropriate to a specific customer or content that was used in a similar deal. Sales reps then have choices on what to use.
Additionally, predictive forecasting can help identify coaching opportunities to improve activities involved in a deal (such as engaging multiple stakeholders) to ensure a higher probability of success.