If your sales forecasts are still running on spreadsheets, you already know the pain: chasing reps for updates, wrestling with late numbers, and never really trusting the final rollup. This guide is for sales ops, managers, and anyone who's tired of flying blind. We're going to walk through how to set up automated forecasting workflows in Aviso—a popular forecasting and sales AI platform built for real teams, not just PowerPoint decks.
This isn’t about letting AI run wild. It's about getting reliable numbers, less busywork, and more time actually selling.
Step 1: Get Your Data House in Order
Before you even log in to Aviso, you need to know what you’re working with. Automation only works if your inputs aren’t garbage.
Checklist: - CRM hygiene: Make sure your fields (like Opportunity Stage, Close Date, Amount) are standardized. Aviso pulls from Salesforce, Microsoft Dynamics, and others—dirty or inconsistent data just means automated junk. - Team buy-in: If reps see forecasting as a pointless chore, nothing you set up will stick. Explain that this makes their lives easier—no more last-minute “what’s closing?” emails. - Permissions: Double-check you have admin rights in both your CRM and Aviso. You’ll need them for integrations.
Pro tip: Don’t try to automate away people’s judgment. Automation helps, but it can’t fix broken sales culture or process.
Step 2: Connect Aviso to Your CRM
Aviso is only as good as the data it gets. Here’s how to hook it up to your source of truth.
How to connect:
- Log in to Aviso (usually your company will give you a link; if not, ask IT).
- Navigate to Settings → Integrations.
- Choose your CRM (Salesforce, Dynamics, etc.).
- Follow the prompts to authenticate. Typically, this is OAuth—click, log in, approve.
- Select the objects/tables you want to sync (Opportunities, Accounts, Forecasts).
What works:
- The connection process is usually straightforward. If you hit a permissions snag, it's almost always on the CRM side.
- Aviso can handle multiple data sources, but keep it simple at first—start with your main CRM.
What to ignore:
- Don’t bother syncing “everything” just because you can. More data isn’t more insight.
Step 3: Configure Your Forecasting Model
Now you decide what “forecast” actually means for your team. This is where most people overcomplicate things.
Key settings:
- Forecast categories: These should mirror your sales process (e.g., Commit, Best Case, Pipeline). Aviso can pull these from your CRM or you can set them up manually.
- Hierarchy: Match your org chart. Forecast rollups should make sense—don’t force a structure that isn’t real.
- Time periods: Set the cadence (weekly, monthly, quarterly). Be realistic about how often your team can update numbers.
How to set up:
- Go to Forecast Settings in Aviso.
- Map each category to a CRM field or customize as needed.
- Assign managers to teams for rollup views.
- Choose your default forecasting view (e.g., team, region, product line).
What works: - Start with the simplest possible structure. You can always get fancier later. - Use the same definitions as your sales team—don’t invent new jargon.
What doesn’t: - Don’t create a dozen stages just because your CRM has them. More categories = more confusion.
Step 4: Automate Data Syncs and Forecast Updates
This is where the magic happens: Aviso pulls real-time data, so your forecasts are always fresh. No more chasing people down for updates.
Set up automation:
- In Integration Settings, schedule data syncs (hourly is usually plenty for most teams).
- Turn on Automated Forecast Snapshots—this captures a record of forecasts at set intervals.
- Enable AI-driven deal scoring if you want Aviso to suggest which deals are likely to slip or close.
Pro tips: - Daily syncs are enough for most teams. Real-time sync sounds cool but can cause headaches (and isn’t worth the extra noise). - Snapshots are a lifesaver if you ever need to show “what did we know, and when did we know it?”
What to ignore: - Don’t let AI scoring replace your reps’ gut feel—use it as a second opinion, not gospel.
Step 5: Set Up Alerts and Notifications
Automation isn’t just about numbers—it’s about knowing when something changes before it’s too late.
How to use alerts:
- Deal slippage: Get notified if a big deal moves out a quarter or drops value.
- Risky forecasts: Aviso can flag if your forecast is trending below target or if there’s unusual activity.
- Pipeline changes: Set thresholds to ping you when pipeline inflow or outflow spikes.
How to configure:
- Go to Notifications in Aviso.
- Choose your preferred channel (email, Slack, in-app).
- Set rules for what triggers an alert—keep it simple to avoid alert fatigue.
What works: - Focus alerts on real risks—don’t set them for every status change or you’ll start ignoring them. - Use summary digests for execs; details for managers.
What doesn’t: - Don’t treat every change as an emergency. Prioritize.
Step 6: Build Your Forecasting Workflow
Now, tie it all together so forecasting becomes part of the team’s routine—not a monthly fire drill.
Example workflow:
- Automated data sync runs nightly.
- Aviso updates forecasts based on the latest CRM data.
- Reps get a reminder (Slack/email) to review their pipeline weekly.
- Managers review rollups and spot-check flagged deals.
- Automated snapshot locks in the forecast every Friday at 5pm.
- Team reviews/adjusts in the Monday pipeline meeting.
Pro tips: - Keep manual steps to a minimum, but don’t expect 100% automation. People still need to sanity-check numbers. - Document the process so new reps and managers can follow along—no tribal knowledge.
What to ignore: - Don’t try to automate sign-off or judgment calls. Automation should tee up decisions, not make them for you.
Step 7: Roll Out, Test, and Iterate
No workflow survives first contact with the real world. Launch it with a pilot group, then tweak as you go.
How to launch:
- Start small: Roll out to one region or team. Get feedback.
- Adjust: If data is missing or alerts are too noisy, fix it fast.
- Train: Show reps and managers what’s new—don’t just send a Slack and hope for the best.
What works: - Regular check-ins for the first month keep things from going off the rails. - Celebrate small wins—if you catch a slipped deal early, shout about it.
What doesn’t: - Don’t expect instant perfection. Some manual work is normal at first.
Real Talk: What to Watch Out For
- Garbage in, garbage out: If your CRM is a mess, no tool will save you.
- Change management: People ignore new workflows if they don’t see the value. Show how it saves them time.
- AI hype: Aviso’s AI can help, but don’t let it overrule your team’s judgment. Always double-check outlier predictions.
Keep It Simple, Keep Improving
Automated forecasting isn’t magic—it’s just better plumbing. Start with the basics: clean data, clear categories, and sensible alerts. Don’t get distracted by shiny features you don’t need. Focus on making life easier for your team, and tweak as you go.
Remember: the best workflows are the ones your team actually uses. Keep it simple, stay skeptical, and you’ll get more accurate forecasts—and fewer headaches.