Team/Manager
Template
Free
Forecast Call Script Template
A word-for-word script for running the forecast call itself, built to surface real risk on every deal in Commit and Best Case instead of collecting round numbers everyone quietly agreed not to challenge.
What's inside
- The opening framing script that sets forecast-call ground rules
- The per-deal probing sequence for Commit-category deals
- The per-deal probing sequence for Best Case-category deals
- The script for deals that moved out or got downgraded since last week
- 5 red-flag phrases to listen for, and the exact follow-up question for each
- The closing recap and roll-up script
- A post-call action log template
Opening framing (say this verbatim at the start of every call)
"Same ground rules as always: I want the real number, not the hopeful one. If a deal moves categories on this call, that's the system working, not a problem. Let's go deal by deal, starting with Commit."
Per-deal script — COMMIT category
For each deal, ask in this order:
- "What did the prospect say or do this week that confirms this closes by [date]?"
- "Who signs the contract, and have they personally confirmed the date to you — not through your champion?"
- "Is there anything outstanding — legal redlines, security review, procurement — that isn't fully closed yet?"
- "What's the one thing that could still push this past [date]?"
- "If I asked you to bet your own commission check on this closing on time, would you still call it Commit?"
If any answer is vague or hedged → downgrade to Best Case on the spot, and say so out loud: "Let's move this to Best Case until [specific missing proof point] is confirmed."
Per-deal script — BEST CASE category
- "What has to happen between now and [close date] for this to move into Commit?"
- "Is that in the prospect's control, or in ours?"
- "What's your confidence level, honestly — 50/50, or closer to 80%?"
- "What's the specific next step, and is there a date attached to it from their side, not just ours?"
Deals that slipped or got downgraded since last week
"This one moved from [old category/date] to [new category/date] — walk me through what changed."
Follow with:
"Is this a one-time slip, or a pattern we should expect to see again on similar deals?"
5 red-flag phrases to listen for — and the follow-up for each
| If the rep says... | Ask this immediately |
|---|---|
| "They're just waiting on legal" | "Whose legal — theirs or ours? And when did that go out?" |
| "My champion says it's a lock" | "When did you last speak to the actual signer, not the champion?" |
| "It's basically done, just paperwork" | "So the contract is out for signature right now — can you forward me the sent date?" |
| "I'm pretty sure it's still on track" | "What's the evidence for that — an email, a call, or an assumption?" |
| "They said end of month" | "Did they give you a date, or did you offer them one and they didn't object?" |
Closing recap script (say this verbatim at the end)
"Let's lock the roll-up: Commit is $[X], Best Case is $[Y], combined that's $[Z] against a $[quota] target — coverage of [ratio]. [Rep], your two action items this week are [item 1] and [item 2]. I'll flag [deal] to [manager/exec] for visibility. Same time next week."
Post-call action log
| Deal | Category (in/out) | Risk Flagged | Action Owner | Due Date |
|---|---|---|---|---|
How to use it
Read the opening framing and per-deal scripts close to verbatim on your next forecast call, downgrade any hedged Commit deal live rather than after the call, and fill in the post-call action log before the meeting ends so nothing depends on memory.