Customizable forecasting—available in Professional, Enterprise, and Unlimited Editions—lets salesmanagers fine-tune their forecasting to better meet their companies’ needs.Forecasting is both a science and an art. With customizable forecasting, the
part of the equationcomes from combining the total dollar amounts represented by the opportunities in each stage and rollingup that total under the different forecast categories shown in the illustration below. The
consists in theability to override forecasts.You also get additional flexibility in managing forecasts by being able toalign forecast categories to opportunity stages, so the sales and forecastingprocesses truly complement each other. In addition, you can display andmanage sales targets, quotas, product segments, and product quantitiesfrom within the Forecast tab. Read on to:
Find out whether customizable forecasting is right for you
Get an example of customizable forecasting
Learn the steps for implementing the feature
Is customizable forecasting right for you?
Before deciding to use this feature in Salesforce CRM, consider all your forecasting options and decidewhich of the following approaches meets your needs:
Standard and custom reports
– For many companies, it’s sufficient to report on expected revenuesbased on various opportunity stages and expected close dates. Several standard reports provide this levelof reporting, and you can create custom reports as well.
– The Forecasts tab is available out of the box. This tab displays a home page you can useto quickly create and locate forecasts and quotas. In addition, the tab displays your monthly revenueprojections, the amounts associated with open opportunities in your pipeline, and the amounts associatedwith closed/won opportunities. Managers’ forecasts also show a roll-up of forecast data for users thatreport to them.
The Forecast tab is unlike any other tab in the application in that it shows real-time aggregation.As a sales manager, you can be confident that the numbers in the Forecast tab are always up to date withany changes in your pipeline.
– With this functionality, you can take a “sales funnel” approach toforecasting by aligning your forecast categories to your organization’s unique opportunity stages, asshown in the following diagram:Abstract
Find out whether the customizable forecastingfunctionality is right for you—and how to prepareto implement it.
By Jennifer West & Eran Agrios
Customizable forecasting: What’s in it for you?