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hello gary smith here lets talk about expected revenue now why is this topic so important well if youre using it correctly expected revenue is a very reliable way to forecast sales its a sales forecast that will stand up to scrutiny and one that you can defend and ill explain exactly why that is so in this video well cover the formula for calculating expected revenue how its different from the weighted pipeline how to use expected revenue for sales forecasting and by the way ill also explain why some sales managers dont approve of expected revenue forecasts and why i think theyre wrong well also talk about target tracking using expected revenue and ill show you exactly how to create an expected revenue report so lets get started first thing exactly how do we calculate expected revenue heres the formula its quite simple its the opportunity amount multiplied by the probability now you might be thinking hang on that sounds like the formula for the weighted pipeline and you