Forecast provides sales teams with analytics and report data for numerous metrics, such as pipeline trends, drivers to pipeline changes, and forecast accuracy. This enables users and managers to review these metrics across their team. This article goes into more detail about navigating the analytics page in Forecast between the different types of metrics.
Select a team or individual member from the second dropdown. Note: Selecting a team displays all individual members of the team in the list.
Select a month or quarter period to cover from the third dropdown. The tab will generate a graph comparing the current open pipeline and revenue against submitted forecast and projection over time. It will also display tiles each for closed-won deals, open deals, and forecast information.
How to navigate the changes tab in Forecast
To navigate the changes tab, follow these steps:
Select a forecast board from the first dropdown.
Select a team or individual member from the second dropdown. Note: Selecting a team displays all individual members of the team in the list.
Select a month or quarter period to cover from the third dropdown.
Select a snapshot range from the following options in the fourth dropdown:
Latest to current
Previous to latest
Month's first to current
Month's first to latest
a custom snapshot range
Select a deal category from the following options in the fifth dropdown:
Open deals
Closed-won
Commit
Best case
Pipeline The tab will generate a chart from the starting pipeline to the ending pipeline, showing deals that entered/exited the pipeline or that have been updated.
How to navigate the accuracy tab in Forecast
To navigate the accuracy tab, follow these steps:
Select a forecast board from the first dropdown.
Select a team or individual member from the second dropdown. Note: Selecting a team displays all individual members of the team in the list.
Select a forecast board from the third dropdown.
Select a time period to cover from the fourth dropdown based on your board period settings:
Month
Quarter
Select a week to cover from the fifth dropdown. The tab will populate with a list of each individual on the team, showing the calculated accuracies from the last four months or quarters. Note: Accuracy level is calculated as 100% * submitted forecast / closed-won revenue.