What will your sales revenue be like in the next month or quarter? Forecast view calculates the value of the active and closed (won) deals and shows you the predicted revenue in the weekly, monthly or quarterly intervals. The Forecast view will help you assess your future perspectives in a very accurate way.
1. Forecast View.
To access the view navigate to Deals section and click the "Forecast" button located on the top right. Forecast view shows you all the active and closed (won) deals of all sales processes according to the deal's estimated / actual close dates. Most of the view settings can be adjusted according to your business needs. For more information please see section 2 of this article.
In the Forecast view, users may perform usual actions such: search, filter, create or close the deals, plan new and complete activities.
1.2. Forecasted value
The forecasted value is the sum of won deals value and active deals forecasted value that are included in the selected time interval (week, month, quarter). The total value of the won deal is taken into calculation. Forecasted value of all active deals in the pipeline is calculated by using a formula: Forecast = a Deal value multiplied by the win probability % indicated in the sales pipeline stage. "For e.g., if the value of the active deal is 100 EUR and the deal is held in the 2nd stage with a probability to close the deal of 20%. 20% of the 100 EUR is 20 EUR. The sum of 20 EUR is taken into calculations."
By clicking on the forecasted value the pop-up window will display the value divided into two graph - won deal's revenue and forecasted revenue.
1.3. Active deals.
Active deals are listed on the top of the column and user are allowed to perform all the actions as in the regular sales pipeline - mark as important, see planned and completed activities, create actions and use fast editing.
1.4. Won deals.
Won deals are listed on the bottom of the column colored in green.
1.5. Time interval slider
The slider allows changing the time interval to previous or later.
The double arrow moves the interval by as many columns as there are selected in the view.
The single arrow moves the interval by one column.
The button “Today” resets the view to default - the first column is the one that includes today's date.
1.6. Move the deal to another period.
To move the deal to another period simply drag and drop the deal to the selected time period. The system will ask to update the estimated closure date / the creation date. The latter depends on how you choose to predict your revenue - by the estimated closure/closure date or according to deal's creation date.
2. Forecast view settings.
To change the default view settings click the gear icon located in the middle on the top header. In the popup window update the settings and click save for the changes to apply.
Note: deal's creation date cannot be later than deals closure date.
The setting lets you choose time frame intervals for the forecast. Available options:
According to the selection, the header will be displayed as follows:
- Week interval - week number and year are displayed.
- Month interval - month title and year are displayed.
- Quoter interval - quoter number and year are displayed.
2.2. Number of columns
The setting lets you choose the number of columns to be displayed. Available options:
- 3 columns,
- 4 columns,
- 5 columns.
2.3. Deals arrangement
The setting lets you choose to which deals (active or closed) to display first in the list. Available options:
- Won deals displayed first,
- Active deals displayed first.
2.4. Deals dates
The setting lets you choose if you wish to display deals according to the deal's creation date or deal's closure date (estimated closure date). Available options:
- Creation date,
- Closure date.
When deals are displayed according to "closure date", deals are included according to the estimated closure date.