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FORECASTS

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What is a Forecast?

A Forecast is an estimate of how much revenue your company can generate in a quarter. This estimate is calculated using the Forecast Amount - revenue that can be confidently generated - and the Best Case Amount - revenue from forecasts that may successfully close.

Use the Forecast tab page to create, manage and view forecasts for your company. You can also generate and print reports.


Forecasts Tab Page The Forecasts tab page is divided into two sections: Featured Forecasts and Manage Forecasts. Use the Featured Forecasts to view your forecasts using predefined search patterns. Manage Forecasts contains tools to help you create and manage your forecasts.


Viewing Forecasts From the Show drop down box you can generate a summary of forecasts based on a variety of criteria. Choose an option from the Show drop down box. A summary of all forecasts matching your selection will be displayed in a few seconds. To view a listed forecast in detail, click the View link.


Custom Forecast ViewsSee: Creating Custom Views


Featured Forecasts The Featured Forecasts section displays a forecast summary. The forecasts that are displayed depend upon the criteriachosen from the Show drop down box. Also, you can select a letter from the alphabet list located either above or below the forecasts currently listed. Forecasts beginning with the letter you select will be listed. Once shown, click the View link associated with a listed forecast to see the forecast details.


Forecast Data Fields
Title Topics Covered
Month The month within the quarter you are viewing.
Quota Amount of revenue you are committed to closing for the month or quarter.
% Quota This is the percentage of quota that you are committed to. This is automatically calculated as Forecast Amount divided by Quota.
Closed Total amount of closed/won opportunities. This amount is automatically generated.
Forecast
Amount
Total revenue you are confident of generating. This includes closed/won opportunities as well as opportunities within the Forecast category. This amount is automatically generated using existing opportunity data.
Best Case Amount This is the total amount of revenue that might be generated. This includes Closed/Won opportunities as well as opportunities within the Forecast and Best Case categories. This amount is automatically generated using existing opportunity data.
Pipeline The pipeline is the total of your open opportunities. These opportunities may or may not be won. This amount is automatically generated using existing opportunity data.




Opportunity Data Fields on the Forecast Details page
Title Topics Covered
Action Available actions to perform for the opportunity, such as editing.
Category This category is included in opportunities displayed when viewing a forecast. It determines which category the opportunity is included in when calculating a forecast. Change the Category for each opportunity to best describe that opportunity.
Opportunity Name The name given to this particular opportunity.
Amount The amount of revenue the opportunity is expected to generate if won.
Prob. (Probability) The probability that the opportunity will be won.
Exp. Amount This is revenue based on the Amount and Probability fields.
Stage The current stage of the opportunity.
Close Date The date on which the opportunity is expected to be closed. The Close Date also determines which month the opportunity is included in when generating a forecast.


Creating a new Forecast Quick Addition:
  • Choose the Forecasts tab located at the top of the page.
  • Scroll down to the Quick Addition section.
  • Choose a Quarter and Year to create the forecast for. The forecast will now be automatically created. An overview of the new forecast will now be displayed. It will be automatically populated with Opportunities that fall within the forecast quarter.
  • Click the Edit button to begin working wit the forecast. This takes you to the Forecast Edit page.
  • Opportunities within the specified quarter will be displayed below the forecast details.
  • Change the Category for each listed opportunity to best describe that opportunity. Categories for closed opportunities cannot be changed.
  • Enter you Quota for each month within the quarter.
  • Click the Recalculate button to update the Forecast Amount and Best Case Amount columns.
  • Click Save Update to save the forecast.
Detailed Addition:
  • Choose the Forecasts tab located at the top of the page.
  • Click the Add Forecast button located in the top right corner of the Featured Forecasts section.
  • Choose a Quarter and Year to create the forecast for. The forecast will now be automatically created. An overview of the new forecast will now be displayed. It will be automatically populated with Opportunities that fall within the forecast quarter. You can also View and Edit the listed Opportunities from this point.
  • Click the Edit button located at the top of the Forecast to begin working with the forecast. This takes you to the Forecast Edit page.
  • Opportunities within the specified quarter will be displayed below the forecast calculations.
  • Change the Category for each listed opportunity to best describe that opportunity. Categories for closed opportunities cannot be changed.
  • If you wish, enter your Quota for each month within the quarter.
  • Click the Recalculate button to update the Forecast Amount and Best Case Amount columns.
  • Click Save Update to save the forecast.


Editing, Deleting and Printing Forecasts When forecasts are displayed on the Forecasts tab page, click the View link to view the forecast. You will then be able to Edit (Update), Delete or Print the forecast, as described below.

Edit: Click the Edit button to change the forecast data. Change the categories for your listed Opportunities and click the Recalculate button to show the new forecast amounts. To save your changes, click the Save Update button.

Delete: Click the Delete button. You will be prompted to verify that you want to delete the forecast. Click OK to delete the forecast. Click Cancel to cancel the deletion.

Print: Click the Printable View button to view a print preview of the forecast. Select the Print This Page link located at the top right corner of the preview to print the forecast information. If you do not want to print the opportunity, simply close the window.



Forecast Reports Check the Generate Reports section of the Forecasts tab page for a list of available forecast reports. For a list of all available forecast reports, click the All Reports button to go to the Reports tab page. From this page you can also create custom reports for your forecasts.

See Also:
Reports
Creating Custom Reports

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