salesremains

Salesremains is a term used in sales analytics to denote the portion of a forecast, target, or sales pipeline that has not yet been realized. The concept helps organizations track progress toward revenue goals and assess how much work remains to reach them. Definitions vary by industry and tool, but the idea is to quantify unreached sales value at a given moment.

Calculation and interpretations: There are two common uses. For quota tracking, salesremains = target revenue for the period minus actual revenue realized to date. For pipeline forecasting, salesremains equals the forecasted pipeline value not yet closed, often adjusted by win probability. Some teams report both figures to capture different risks.

Data sources and usage: Data typically come from CRM, ERP, and forecasting models. Salesremains informs planning, resource allocation, and risk assessment, and is used in scenario analysis to estimate required close rates or to identify gaps. It is often presented with run rate, backlog, and close rate.

Limitations: Accuracy depends on forecast quality and timing assumptions. It can be distorted by seasonality, pipeline aging, or changes in deal likelihood, so it should be interpreted with context and, where possible, probability estimates.

Example: A company targets 2 million in quarterly sales. After two months, actual is 1.2 million; the remaining to quota is 800,000. If the pipeline is 1.5 million with a 40% win rate, expected contribution is 600,000, which adjusts perceived remaining risk.

See also: Sales pipeline, Forecasting, Quota, Run rate.