When will they actually buy? This question is a challenge for most sales reps to answer accurately; sometimes precisely predicting future behavior may be paved with too much optimism rather than reality. Despite this, if you are in sales, in any role, at some point you likely have to predict and even commit to a revenue forecast... Instead of leading a forecasting plan with optimism, implement a proven sales process to proactively manage your pipeline. A proven sales process applies a more systematic and exacting approach that highlights when opportunities will close, and bookings are realized.