The Forecast feature provides an enhanced approach to sales forecasting, allowing managers and Sellers to analyze performance, compare against budget expectations, and refine sales projections.
Effective forecasting is key to strategic sales planning, helping teams align projections with booked and pending sales, compare results with past performance for better trend analysis, adjust sales targets dynamically to stay on track with revenue goals, and improve financial decision-making by assessing real-time sales performance.
Basic Navigation and Understanding
Click on the Forecast. Use filters to customize the forecast view by business unit, month, or revenue category.
Understanding the Forecast Data Points:
On the Forecast page, users will find:
Budget - Indicates if a budget has been set for the selected period.
Last Year - Provides a reference for past sales comparisons.
Booked - Displays confirmed revenue for the current year.
Pending - Highlights potential revenue from ongoing deals.
Forecast Figures - Allows users to update expected sales projections.
How to Add or Edit a Forecast
Users can enter forecast numbers at both the overall business unit level and within individual budget categories.
Example:
A user forecasting for 2025 may enter $500,000 for total business unit performance.
For a specific budget category (e.g., digital sales), the user may adjust projections to $15,000, based on pending amounts and expected performance.
Reviewing your updated forecasts:
Once updates are saved, dashboard visuals reflect the changes.
An orange line appears, indicating the difference between the budgeted and forecasted amounts.
Managers can quickly assess trends and adjust strategies accordingly.
