{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.quarterly_forecast",
    "slug": "quarterly_forecast",
    "domain": "sales",
    "defaultLabel": "Quarterly Forecast",
    "description": "The team's expected closed-won dollars for the current quarter — usually a sales-leader judgment call informed by weighted forecast but adjusted for deal-by-deal commit confidence. Distinct from weighted_forecast (which is mechanical, stage × probability). Boards read both: a quarterly_forecast materially below weighted_forecast means the team has explicit negative judgment on specific big deals; above it means they're calling deals stronger than the stage probabilities suggest. Common pitfall: anchoring the call to plan rather than reality — boards quickly learn to discount \"we will hit plan\" forecasts and reward calibrated commit-vs-actual track records.",
    "fieldType": "currency",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "core",
      "seriesC": "core",
      "public": "core"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Quarterly Forecast = Sales leadership's committed call on closed-won dollars for the current quarter. Convention: blends weighted forecast (mechanical) with deal-by-deal judgment overlays (commit / best-case adjustments). Typically reported as a single point estimate; some teams report commit / forecast / best-case ranges.",
    "whyItMatters": "The number the board commits against — quarter-end attainment vs this number is the primary execution scorecard. Track forecast-accuracy (forecast vs actual) over time to calibrate trust in the call.",
    "interpretationGuidance": "Forecast attainment within ±5% over 4+ quarters = well-calibrated forecast and a leader the board can rely on. Persistent over-shoot = sandbagging (rebase quota); persistent under-shoot = forecasting / qualification problem worth a methodology change. The drift between weighted forecast and quarterly forecast is itself a signal — large gaps demand explicit explanation.",
    "relatedKpiIds": [
      "sales.weighted_forecast",
      "sales.pipeline_value",
      "sales.closed_won_value",
      "sales.win_rate",
      "sales.pipeline_quarterly_forecasts"
    ],
    "metricBasis": {
      "timeBasis": "point_in_time",
      "production": "primary"
    }
  }
}