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What
In ShareBuilder CRM, pending dollars represent potential revenue from prospective deals. These are categorized into two types: Unadjusted Pending and Adjusted Pending.
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Unadjusted Pending: This is the total amount of pending revenue without any modifications. It reflects the full value of all pending deals as initially entered, without considering the likelihood of closing.
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Adjusted Pending: This figure accounts for the probability of closing each deal by applying a confidence percentage to the unadjusted pending amount. It provides a weighted value that reflects the expected revenue more accurately.
- Precision Pending: A refined calculation that considers past deal performance, historical trends, Seller trends, and additional data points to improve forecasting accuracy.
Why
Differentiating between unadjusted and adjusted pending dollars is crucial for precise sales forecasting and effective pipeline management.
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Unadjusted Pending offers a raw view of all potential revenue, useful for understanding the maximum possible income if all deals close successfully.
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Adjusted Pending provides a realistic estimate by considering the confidence level of each deal, aiding in setting achievable sales targets and making informed business decisions.
- Precision Pending provides the most data-driven forecast, leveraging historical performance patterns to improve revenue predictions.