Review forecast error and pipeline hygiene
Course overview · 4 min reading + 12 min practice, estimated
Principles and method
Compare forecast and actual results by period, stage and reason. Distinguish timing shifts from lost work and overestimated values. Use the review to improve stage definitions, qualification and assumptions. Remove or pause opportunities without credible next steps rather than repeatedly pushing close dates forward. Keep a record of why the forecast changed so the team can learn. Forecast review should not punish honest uncertainty in a way that encourages concealment. Assign actions to unblock real opportunities and accept when no further pursuit is justified.
Worked example
A deal’s close date moves three times without buyer action. The review returns it to an earlier stage and asks what evidence would justify reactivation instead of leaving it in the committed forecast.
Put it into practice
Write a monthly pipeline review agenda and a stale-opportunity rule.
Use fictional information and keep your work in your own notes.
Compare your approach: self-review guidance
Include forecast error, next-step evidence, concentration and cash timing. A useful review changes assumptions or actions, not merely the colours on a dashboard.
Sources and further reading
Original Academy teaching and fictional examples. These references provide context, not endorsement. Edition 2026.09; updated 2026-09-24.
- CIPD: Recruitment
Professional context for the recruitment lifecycle.
- GOV.UK: Set up a business
UK starting point. Business structure and obligations depend on the circumstances.