The Forecast feature provides an enhanced approach to sales forecasting, enabling managers and sellers to analyze performance, compare results against budgets, and refine projections. It incorporates both booked revenue (confirmed sales) and pending revenue (pipeline deals) into a dynamic view that helps teams stay aligned with business unit and category-level targets.
For managers, effective forecasting is critical because it:
Improves Strategic Planning: Aligns projections with both current sales activity and longer-term revenue goals.
Enhances Accountability: Creates visibility into how sellers are pacing against both budget and forecast.
Supports Trend Analysis: Compares current results with last year’s performance to highlight strengths, risks, and growth opportunities.
Enables Dynamic Adjustments: Allows managers to adjust targets midstream to keep revenue on track.
Drives Smarter Decisions: Integrates real-time sales data into planning, ensuring financial and staffing decisions are grounded in facts.
Forecasting helps managers turn sales data into forward-looking strategy, ensuring goals are realistic and teams stay focused on execution.
Click on Forecast in the Sales Analysis module.
Use filters to customize the view by business unit, month, or revenue category.
Review the key data points on the page:
Budget – Indicates if a budget has been set for the selected period.
Last Year – Reference for historical performance comparisons.
Booked – Displays confirmed revenue for the current year.
Pending – Highlights expected revenue from pipeline deals.
Forecast Figures
Navigate to the Forecast page.
Enter forecast values at either:
The overall business unit level (e.g., $500,000 for total revenue).
The budget category level (e.g., $15,000 for digital sales).
These work independently, providing flexibility in goal setting.
Save updates. Once saved:
Dashboard visuals update automatically.
An orange line appears, showing the difference between budgeted and forecasted amounts.
Managers can use this visual to quickly assess pacing and adjust strategies.
