Forecasting projects how much revenue your company will be receiving, in order to determine how resources should be allocated, what purchases should be made from suppliers, and what strategic moves should be made. Forecasting is normally done at regular intervals such as monthly, quarterly, etc.
The Sales Forecast listview allows to view a forecast summary of IBOs by expected close data and categorized by month, quarter, or year.
The Filter to the Forecast narrows down to a specific set of IBOs. This can be extremely useful for sales meetings, or for a manager to drill in to a specific territory, product line or any other category.
Finding Forecast listview
Open the Sales Forecast form by selecting Forecast tab from the menu at the top right of the screen.
Fig 1: Forecast tab
Selecting Forecast parameters
Fig 2: Date Range and Forecast Type
First, users decide if they want to exclude or examine Overdue IBOs (Open IBOs where the expected close date already passed). By default Forecast applies to Open IBOs with the expected close date in the future.
The date range (2) is used to define the period of time for the forecast view. Select the From Month and To Month by clicking the Calendar icon and choosing a month.
Select the Type (3) to determine how to display the value for each IBO.
If Unweighted is selected, the total value for all IBOs will be used.
If Weighted is selected, forecasting takes sales Probability into consideration. Weighted price is equal to the total price multiplied by the Probability percentage for this Opportunity.
If Committed is selected, only IBOs that have the ‘Committed’ value selected will display a value. If Won or Lost is selected, only Won or Lost IBOs will be displayed.
Lost IBOs do not belong to the Forecast, but we added the ability to view past Lost IBOs in this view, as requested by our customers.
Fig 3: Graph section
You can collapse or expand (1) this section to view the IBOs in the selected date range by month graphically in two charts. The chart on the left is a Bar Chart or a Line Chart (2). You can group the data by Month, Quarter or Year (3). Clicking a button(4) prints or downloads the graph.
The chart on the right is a Pie Chart. Data can be grouped by Product, Product Group, or Owner (5). Clicking a button (6) prints or downloads the chart.
IBO List Section
Fig 4: Data view
This section shows the IBOs for the defined date range. The first column shows the phase of the IBO (Probe: blue, Prove: green, Close: red). If the IBO is overdue, it will be displayed in yellow and black diagonal lines. In addition, the row for the overdue IBO will be coloured in red.
At the top users see standard buttons (1), based on their privileges. They can move to the next page(2) and sort (3), filter (4) and group (5) by Month, Quarter, Year, or None.
The IBOs are sorted by selecting a value in the top right – note that this sort will apply within the groupings. For instance, if the IBOs are grouped by Month, but sorted by Company; the IBOs will be sorted by Company in each group.
This listview displays rows of data, based on the Filter. Usually users do not want to look at all records. Please read this post about filters, exports and reports.