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Read the sales forecast

See how much your open deals are likely to bring in, and how that compares with your targets. At the end, you can answer "Will we make this month?" from one screen. Reading the forecast takes about 5 minutes.

Before you start

  • Your role can open Forecast in CRM. Find it with Ctrl + K. It needs access to the CRM reports. If you do not see it, ask your admin.
  • Your deals have stages, amounts and expected close dates. The figures come from them. See Create and manage deals.
  • For the quota figures, set quotas first. See Set sales quotas.

Steps

Open the forecast

  1. Press Ctrl + K, type Forecast and press Enter. Forecast is not in the CRM panel.

Read the three figures

  1. Read Weighted forecast. It is each open deal's value multiplied by its chance of winning.
  2. Read Open pipeline. It is the best case if every open deal closes.
  3. Read Committed. It is the weighted value of deals in stages at 80% or higher.

Read the charts

  1. Read Weighted pipeline by stage to see which stage holds the money.
  2. Read Quota attainment to see progress against the month's quota.
  3. Read 3-month forecast. In this chart, Committed is already won, and Upside is the weighted value of open deals.

Download the forecast

  1. Click Export.
  2. Ohanvi downloads the forecast file.

Open the quotas

  1. Click Manage quotas. The Sales Quotas list opens.
  2. To add a target, see Set sales quotas.

Troubleshooting

Issue Cause Fix
The figures are 0 Your open deals have no amounts or close dates. Fill in Amount and Expected close on your deals.
Quota attainment is empty No quota is set for the period. Add a quota. See Set sales quotas.
Forecast is missing from the CRM panel Your role has no access to CRM reports. Ask your admin.