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More Effective Sales Projecting with Forecast Table

[this article is work-in-progress]

2 min read - updated few hours ago

Forecast Table is intended to ensure the sales process visibility and more accurate customized forecasting.

The Forecast Table is built based on your company’s Salesforce data, such as Quota, Best Case, and Commit, and it also includes the adjusted Commit and Best Case forecasts manually submitted by the users in Revenue Grid.

In this way, managers can see the sales statistics and customized projections for the selected period and efficiently monitor how the numbers change over the selected period and the performance of each employee.



Numbers in Forecast Table

This report combines the sales statistics and forecast from Salesforce and the customized numbers that are manually submitted by the users.

Salesforce retrieved

Revenue Grid retrieves the basic numbers from Salesforce and uses them as a base line for the customized projections.

Quota – the Salesforce Quota for the selected period.

Closed (Won) – the sum of the Opportunities amounts that were closed won in the selected period.

Commit

• The number above is the latest manually submitted Adjusted Commit for the selected period.
• The strikethrough number below is the Salesforce Commit for the selected period.

Best Case

• The number above is the latest manually submitted Adjusted Best Case for the selected period.
• The strikethrough number below is the Salesforce Best Case for the selected period.

Commit This Month – the total amount of won opportunities and opportunities in the Commit forecast category in Salesforce for this month.

Best Case This Month – the total amount of won opportunities and opportunities in the Commit or Best Case forecast category in Salesforce for this month.


Adjusted in Revenue Grid

If a user realizes that their actual numbers in the specific period will differ from the numbers in Salesforce, they can adjust their forecast to ensure that their managers see it as well.

Initial Commit – the Adjusted Commit at the beginning of the selected Fiscal Quarter.

Initial Best Case – the Adjusted Best Case at the beginning of the selected Fiscal Quarter.

Commit Week Ago

• The number above is the Adjusted Commit that was valid 6 days ago. If today is Wednesday, you'll see the Adjusted Commit as of last Thursday.
• The strikethrough number below is the total amount of won opportunities and opportunities in the Commit forecast category that was valid 6 days ago. If today is Wednesday, you'll see the Commit as of last Thursday.

Best Case Week Ago

• The number above is the Adjusted Best Case that was valid 6 days ago. If today is Wednesday, you'll see the Adjusted Best Case as of last Thursday.
• The strikethrough number below is the total amount of won opportunities and opportunities in the Best Case forecast category that was valid 6 days ago. If today is Wednesday, you'll see the Best Case as of last Thursday.

Note Week Ago – The note added to the Adjusted Best Case/Commit forecast that was valid 6 days ago. If today is Wednesday, you'll see the note as of last Thursday.

Forecast Last Submitted – the date when the forecast was last submitted.

Note – the note added on submitting the latest Adjusted Commit/Best Case forecast.

Closed Won Last Week – the Opportunities that were closed won within the last 6 days. If today is Wednesday, you'll see the total amount for the period from last Thursday through today.

Last Week Projected – the Opportunities that were projected to close within the last 6 days. If today is Wednesday, you'll see the total amount for the period from last Thursday through today.

This Week Projected – the Opportunities that are projected to close within 7 days starting from your org's first weekday.

Next Week Projected – the Opportunities that are projected to close within the next 7 days starting from tomorrow.


Monitor the changes in forecast


In Forecast Table, you can differentiate between the old forecast numbers or Salesforce-retrieved numbers marked with strikethrough and the adjusted numbers that were submitted manually by the employees.

The adjusted numbers reflect the current situation and can be used for further more accurate forecasting to ensure more accurate adaptive sales forecasting.



All Opportunity details in one report


Click on any number to see the detailed information about the Opportunities that constitute it.









Customize the view

Select the columns to be displayed in Forecast Table.









Apply the necessary filters to find the most relevant results










How to adjust the Best Case and Commit forecasts


If employees realizes that their Best Case and Commit forecasts for the current quarter will differ from the ones calculated by Salesforce, they can adjust their personal sales forecast to include it in the org-wide forecasting.


  • To adjust the forecast, click on your profile picture and go to My profile
  • Click .
  • In the dialog box, enter the necessary adjusted Best Case and Commit values in the corresponding fields. This dialog also includes your current quota, Best Case and Commit calculated by Salesforce, the adjusted Best Case and Commit you submitted previously.
  • Click Submit to save the changes. The updated numbers will be displayed on the top of the page and in Forecast Table.







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