Forecasting and Targets
Deals already carry a probability and a forecast category. These three pages read them back: what the month or quarter looks like, what everybody is aiming for, and who is closest.
What you need: the Sales section and the Forecasting & Targets feature. The Forecast page and managing targets and teams additionally need the Reporting & Insights seat add-on. Growth grants forecast entry on a deal; the roll-up pages are a manager surface.
Forecast
Section titled “Forecast”Choose Quarterly or Monthly, step through periods with the arrows, or press Current to come back to now.
Hero cards: attainment for the period as a meter; My quarter, showing your own actual against your target with either how much is left to go and how well the weighted pipeline covers it, or Target hit; and your weighted pipeline for deals closing in the period.
The forecast grid has one row per owner for managers, one per pipeline for reps with several pipelines, or a single “My deals” row otherwise. Columns are the forecast categories plus a weighted total, and every cell drills through to the Deals list already filtered.
Won deals count under Closed at their unweighted value; open deals show weighted value under their forecast category.
Forecast mix shows the same thing as a single stacked bar.
Targets lists the targets covering the period, with scope, metric, target, actual and an attainment bar. Reps see only the targets that cover them, with wider scopes labelled “(my contribution)”.
Leaderboard ranks owners by won value, for holders of View Others’ Deals.
Targets
Section titled “Targets”Targets is where the goals are set.
To add one:
- Choose Month or Quarter and pick any month inside the period.
- Choose the scope: User, Department, Team or Dealer-wide, then the specific one.
- Choose the metric: Won MRR, Won one-off total, Won deal count or Weighted pipeline.
- Enter the target value and choose Add target.
Existing targets list with their period, scope, metric, value and whether they are enabled, with Edit and Delete.
Things to know:
- Managing targets needs the Reporting & Insights seat. Without it the page shows only the targets that cover you: your own, your team’s, your department’s and the dealer-wide ones.
- Team-scoped targets only appear where the Teams feature is on.
- The period always starts at the beginning of the month or quarter, whichever day you pick.
Target
Section titled “Target”Period, owner, sales measure and value for this target.
| Field | Description |
|---|---|
| Enabled | Whether this target is used for attainment and scoreboard figures |
| Period Type | Whether the target covers a calendar month or a calendar quarter |
| Period Start | First day of the target period; normalised to the start of the month or quarter |
| Scope | Who the target applies to |
| User | User the target applies to when the scope is User |
| Department | Department the target applies to when the scope is Department |
| Team | Team the target applies to when the scope is Team |
| Metric | What the target measures over the period |
| Currency | Currency measured by monetary targets; won deal count targets do not use a currency |
| Target Value | The target amount; a currency value, or a count for the won deal count metric |
System Information
Section titled “System Information”| Field | Description |
|---|---|
| Last Modified | Timestamp of the most recent modification to this sales target |
| Created | Timestamp when this sales target was created |
A team is a named group of people for friendly competition against a target. Teams complement departments, which distribute work rather than score points.
Teams is a drag-and-drop board: a Not on a team column plus one column per team, each with a colour, a member count and an Edit link. Drag somebody between columns and it saves immediately.
Add team creates one with a name and a colour.
Things to know:
- Everybody may be on at most one team.
- Teams can span the whole company; anybody who can sign in to the CRM can be a member.
- Managing teams needs the Reporting & Insights seat. Without it you see your own team only, or a note that you are not on one.
Name, availability and user membership of this CRM team.
| Field | Description |
|---|---|
| Enabled | Whether this team appears on scoreboards and in team filters |
| Name | Name of the team |
| Display Order | Sort order for this team in lists and pickers |
| Colour | Optional accent colour for the team on the scoreboard, e.g. #2d7ff9 |
| Members | Users on this team; a user may only belong to one team at a time |
System Information
Section titled “System Information”| Field | Description |
|---|---|
| Last Modified | Timestamp of the most recent modification to this team |
| Created | Timestamp when this team was created |
The team scoreboard
Section titled “The team scoreboard”The Forecast page carries a Team scoreboard: teams ranked by attainment against each team’s own target, so a small team with a modest target can beat a large one. It shows the team, its colour, its member count, won value, deal count, target and attainment, with your own team tagged.
One thing to be aware of: the scoreboard shows whole-team totals, which are deliberately visible to everybody on the page even where the individual deals behind them are not. It is a competition figure, not a report.