Forecasting

What

The Forecasting page gives Sellers a 6-month look ahead at how they are pacing toward their revenue goals, broken down by Business Unit.

It displays side-by-side data points that help you evaluate current performance, identify gaps, and estimate outcomes based on your booked, pending, and budget figures.

Key Metrics Shown:

• Seller Forecast – Your personal forecast

• To Forecast $ – Dollars needed to meet your forecast

• Seller Budget – Your assigned budget

• To Budget $ – Dollars needed to hit budget

• Bottom Up – Pending dollars + Booked

• Pending – Expected dollars from open Opportunities

• Booked This Year – Confirmed revenue to date

• Dollars Change – Difference vs. last year

• % Change – YOY percentage change

• Last Year Final – Final booked total from last year

• Same Day Last Year – Booked revenue as of the same date last year

Each row gives you a clear and actionable view of where you stand and what needs to happen next.

Why

Here’s why it matters:

• Control your revenue destiny – Forecasting empowers you to take ownership of your pipeline and set realistic expectations.

• Bridge planning and execution – Use insights to adjust your focus, reallocate effort, or generate new Opportunities where needed.

• Drive accountability – Your manager sees the same data, so this page keeps both sides aligned on progress.

• Think like a strategist – Learn to manage not just deals, but your overall book of business with forward-looking insights.

• Be proactive, not reactive – Spot red flags before they turn into missed goals.

Forecasting is a core part of professional selling, and this tool gives you everything you need to do it well.

How

How do I best utilize my Forecasting tab?

1. Navigate to the Forecasting Page

   • From the Seller Dashboard, click into the Forecasting tab.

2. Review Your Business Units

   • Each row in the table corresponds to a business unit you own — such as TV, Radio, Digital, etc. You'll only see units assigned to your profile.

3. Interpret the Key Columns

4. Take Action

• If To Budget $ is high → Identify high-potential accounts or create new Opportunities

• If Pending is low → You may need to add more to your funnel

• If % Change is negative → Look at which categories or clients declined

• If Bottom Up < Seller Budget → Reassess your confidence levels or follow-up cadence

Use the Forecasting page before every 1:1 with your manager. It shows you’re thinking ahead and ready to discuss not just what you’ve sold — but what’s still possible.