SugarCRM SupportProduct GuidesSugar Versions11.011.0 SellSugar Sell 11.0 Application GuideForecasts

Forecasts

Overview

Sugar's Forecasts module incorporates revenue line item records to build forecasting worksheets and predict sales. Users can work towards sales quotas at the individual, team, and sales organization level.

Before users can access the Forecasts module to begin building forecasting worksheets, a user with administrator access must configure the Forecasts module with the organization's desired Time Periods, Ranges, and Scenarios. For more information on setting up the Forecasts module, please refer to the Forecast Configuration documentation in the Administration Guide.

Sales representatives use the Forecasts module to work with their assigned revenue line items as the current time period progresses. These users will commit total predictions for their personal sales based on the revenue line items they expect to close. For instructions specific to a sales representative's use of the module, please refer to the Sales Representatives section of this documentation.

Sales managers work with their own revenue line item records similarly to other sales representatives. In addition, they aggregate their reportees' committed forecast amounts to predict their total team's sales and work towards the team's quota for each time period. In order for a user to have a designated manager that aggregates their forecast amounts, they must have the manager selected in the Reports To field on their user record. For instructions specific to a sales manager's use of the module, please refer to the Sales Managers section of this documentation.

Additional insights are offered by the elements of the expandable Intelligence Pane including analysis for an individual's worksheet and analysis for a manager's team worksheets. For more information, please refer to the sales representative Intelligence Pane and the sales manager Intelligence Pane sections of this documentation.

The Forecasts module is not available for Sugar Serve users. For more information on license types and the functionality available for each type, refer to the User Management documentation. 

Note: If your instance is configured to use opportunities alone without revenue line items, please refer to the Forecasts documentation in the Professional Application Guide. For more information about changing your opportunities model via Admin > Opportunities, please see the Opportunities Configuration documentation in the Administration Guide.

Forecast Fields

The Forecasts module contains the following fields which enable users to work with revenue line item records to forecast sales for a given time period. Users with administrator or developer access have the ability to enable fields for use in the Forecasts module via Admin > Forecasts. Many revenue line item fields are available to be added to the forecasting worksheet. For more information please refer to the Forecast Configuration documentation in the Administration Guide.

Field Description
Account Name The account to which the revenue line item belongs; cannot be in-line edited from the Forecasts module
Best The revenue line item's Best field representing the most optimistic total amount; automatically set to match Likely when Sales Stage is "Closed - Lost" or "Closed - Won"
Best (Adjusted) For managers, the Best value with an optional, manual adjustment above or below your reportee's committed Best total and your own worksheet's Best total; reported to your manager as the Best value when committing your forecast
Expected Close Date The revenue line item's expected date of completion
Forecast The revenue line item's commit range (e.g. "Include", "Exclude", etc.) based on the revenue line item's initial probability and the user's edits; controls whether the revenue line item is counted in the forecast's totals and allows for filtering; automatically set to "Included" when Sales Stage is "Closed - Won" and "Excluded" when Sales Stage is "Closed - Lost"
Likely The revenue line item's Likely field representing the most likely total amount
Likely (Adjusted) For managers, the Likely value with an optional, manual adjustment above or below your reportee's committed Likely total and your own worksheet's Likely total; reported to your manager as the Likely value when committing your forecast
Opportunity Name The revenue line item's related opportunity; cannot be in-line edited from the Forecasts module
Probability

The revenue line item's current probability of being won

Note: This value is calculated based on the selected Sales Stage and cannot be edited.

Quota

For sales representatives, your individual quota for this sales time period as assigned by your manager

For managers, your quota for this sales time period as assigned by your manager

Quota (Adjusted) For mid-level managers, your team's quota with an optional, manual increase above your team's assigned quota; when assigning quota to your reportees, this is the quota value they will receive
Revenue Line Item Name The revenue line item's name; cannot be in-line edited from the Forecasts module
Stage The revenue line item's current sales stage
Tags User-created keywords or phrases used to find, group, and classify data by common attributes
Worst The revenue line item's Worst field representing the least optimistic total amount; automatically set to match Likely when Sales Stage is "Closed - Lost" or "Closed - Won"
Worst (Adjusted) For managers, the Worst value with an optional, manual adjustment above or below your reportee's committed Worst total and your own worksheet's Worst total; reported to your manager as the Worst value when committing your forecast

Forecasts Module Tab

The Forecasts module tab is typically located under the More tab on the navigation bar at the top of any Sugar screen to the right of the home cube icon. Depending on your settings, you may have to click "Show More" in order to see the Forecasts module tab. Click the tab to access the Forecasts module. A user with administrator access must first configure the Forecasts module before it can be accessed and used. For more information on setting up the Forecasts module, please refer to the Forecast Configuration documentation in the Administration guide.

For more information on module tab menus including reasons a module may not be included in the menu, see the User Interface documentation.

Forecast Actions

Forecast actions are available at the top of the Forecasts module page and allow users to perform the following operations:

Menu Item Description
Save Draft

Saves changes to the user's worksheet but does not make these changes available to the user's manager

Commit Saves changes to the current worksheet and pushes these changes to the user's manager's team worksheet or, in the case of a manager committing a personal worksheet, to his or her own team worksheet. For managers viewing a team worksheet, the Commit button will be enabled after any committed change to his or her own worksheet or a reportee's worksheet.
Assign Quota For managers, pushes quota changes to reportees' forecasting worksheets.
Export CSV Exports the rows of the current forecasts worksheet
Settings For users with administrator access, opens the Forecast Configurations wizard

Sales Representatives

Sales representatives use the Forecasts module to work with their assigned revenue line items as the current time period progresses. These users will commit total predictions for their personal sales based on the revenue line items they expect to close.

When you access the Forecasts module as a sales representative, you will see your name at the top left of the screen. Sales representatives who do not have any reportees will only be able to see and work with his or her own revenue line items. Below your name, you will see a time period selection, summary and commit history, filter, and worksheet. On the right side of each page is an expandable Intelligence Pane which offers additional insight into your forecasting worksheet.

Time Periods

Below your name, you will see the current time period for which you are forecasting revenue line items to meet a quota. The length and the start date of this time period depend on the Time Periods configuration set up by your administrator. Clicking the arrow to the right of the current time period allows you to choose a future or past time period, the availability of which is also determined by the administrator's Time Periods configuration. Select a past or future time period to work with revenue line items and forecast for those periods.
forecasts_72_timeperiod

Summary and Commit History

To the right below the Time Period selection, you will see a summary of your current forecasting numbers for the time period currently in view. The large numbers are your current worksheet's Quota, Likely, Best, and Worst predictions. The smaller numbers show your most recent commit's Likely, Best, and Worst predictions. Any red or green arrows next to the large numbers show whether you worksheet's current (uncommitted) numbers are higher or lower than your most recent commit.

Note: You may or may not see the Best and Worst options depending on how your administrator has configured the Forecasts module. By default, the Worst field is disabled and must be enabled by the administrator via Admin > Forecasts > Scenarios.
Forecasts SummaryAndCommitHistory 7.7

To the left of these summary numbers, you will see the date of your most recent commit. There will be no date shown if you have not yet committed for this time period. By clicking the arrow to the right of the latest commit date, a dark grey panel will appear showing the timestamp of the last commit with a history of your commits for this time period along with the changes for each forecasting number from the previous commit.

Filters

Below the summary and commit history, you will see a filter bar which controls what kinds of revenue line items are displayed. By default, the "Include" filter will be active, meaning that only the revenue line items with a probability falling within the Include range specified during the administrator's Ranges configuration will be displayed. To add additional filters, click on the Filters bar and choose additional ranges. The filter(s) (e.g. Include, Exclude) added to the Filters bar will be preserved when you navigate away from the module. Returning to the Forecasts module will automatically display the revenue line items based on the filter(s) you last applied.

Please note the Upside and custom ranges may or may not be available depending on the administrator's Ranges configuration. To remove ranges from the filter, click the "x" for each filter name. Removing all filters will display all of your assigned revenue line items.

forecasts_72_filters

Column Resizing

You can easily adjust the size of columns in the forecasting worksheet based on your viewing preference. Simply place your cursor on the column divider, and when the left-and-right arrow appears, click and drag the column to the desired size. The set column width will be preserved when you navigate away from the page. Sugar will render the preferred column size across sessions until the user removes or resets the relevant browser cookies.

Note: Sugar enforces a minimum width for currency fields (e.g. Best, Likely, etc.) in list view columns which prevents the columns from being collapsed beyond this limit.
Forecasts_ColumnResizing

Column Sorting

List view provides the ability to sort all of the current search results by a field column in either ascending or descending order. To sort by a field or switch the sort direction, click the column header noting that the fields which allow sorting will have a pair of arrows. Please note that the list view may only be sorted by one column at a time.
forecasts_column_sorting

Column Selection

Sugar gives users the ability to personalize the list view by specifying which fields they want to be displayed in the list view. You can click the Column Selection icon to the far right of the list view column headers to see the list of available fields. Click a field name to toggle whether or not it is included as a column in your list view. Please note that administrators have the ability to configure what fields are available to display on the forecasting worksheet. For more information, please refer to the Forecast Configuration documentation in the Administration Guide.
forecasts_72_columnselection

Line Items and Totals

Based on the chosen filters, you will see all or some of your assigned revenue line items for the currently selected time period listed below the Filters bar. On the far left of each row, a blue bar will appear to indicate whether or not the row's amounts are included in the totals for this time period. The presence of the blue bar indicates the row is being counted. In addition to the range called "Include", multiple forecast ranges may be counted towards your totals depending on how your administrator has configured forecast ranges for the instance. For more information about making more than one range included in totals, please refer to the Forecast Configuration documentation in the Administration Guide. The range and thus the inclusion of each row can be changed manually via this view. You can work directly with your revenue line item records by in-line editing their probabilities and amounts from the Forecasts module or by clicking the Name field to open a record in the Revenue Line Items module where you can make additional edits. To the right of each row is a preview button which will allow you to view details about the revenue line item record in your intelligence pane.
Forecasts_LineItems_Totals

At the bottom of the list, the "Displayed Total" and "Overall Total" rows display sums of the Worst, Likely, and Best amount columns. The Displayed Total row shows the sum of the Worst, Likely, and Best amounts (both included and excluded) displayed on the worksheet based on the filters currently applied. The Overall Total row displays the totals (both included and excluded) of all revenue line items' amounts in this time period regardless of any filters currently applied.

Editing Forecast Inclusion

The first time a revenue line item is loaded to a worksheet, Sugar will assign it a category of either "Include", "Exclude", "Upside" (optional), or a custom range based on the Ranges configured by your administrator. The revenue line items with a higher probability of being won are typically assigned to the Include range while those with a lower probability of being won are designated for the Exclude range. Your administrator may have chosen to use the Upside range or to create a number of other, custom ranges - each with their own non-overlapping range of probabilities. Custom ranges may also exist which have no association with probabilities.

Since one or more ranges may be considered as included depending on your administrators' configuration, the blue bars to the left of each row will update to reflect which items are included and which are excluded based on your updates to each's forecast range.

You may wish to alter the category automatically assigned to your revenue line items by these administrator-configured ranges especially as each revenue line item moves forward in the sales process and becomes more likely to be won. To do this, simply click on the revenue line item's current category in the Forecast column and choose the desired category from the dropdown menu.
forecasts_opps_include

Changing a revenue line item's Forecast column to an included range such as "Include" will cause its Likely, Best, and Worst fields to be added to your totals while choosing an excluded range such as "Exclude" will remove the revenue line item's numbers from your totals. Changing which revenue line items are included on your worksheet requires you to save a draft or commit in order to preserved.

Note: All revenue line items in a Closed Won stage will be included in the worksheet and cannot have their Forecast column altered. All revenue line items in a Closed Lost stage will be excluded from the worksheet and cannot have their Forecast column altered.

Editing Revenue Line Item Fields

In addition to editing the inclusion, you can make in-line changes to each revenue line item's fields including Sales Stage, Likely, Best, and Worst. To do so, simply click any field which shows a pencil icon when being hovered over, and enter the new amount. Keep in mind that your worksheet may or may not include "Best" and "Worst" depending on your administrator's Scenarios configuration.
forecasts_opps_editfields

Clicking outside the text box or pressing Enter/Return will save your change to the line and update the worksheet's totals, summary, and Intelligence Pane. Clicking the Save Draft or Commit button will also update the revenue line item records themselves and make your changes visible when viewing the revenue line item in other places in Sugar. Saving a draft or committing is also required to preserve these changes to your worksheet and, in the case of committing, make the changes visible in your manager's Forecasts module.

Currency Support

If you use a currency different from your Sugar instance's default currency, your Likely, Best, and Worst amounts will be displayed in the system's default currency in the Forecasts module. Clicking to edit these amount values will, however, display and allow for editing in your chosen currency.

Intelligence Pane

To the right of the forecasting worksheet, you will find an expandable intelligence pane which provides additional insights for planning and forecasting. If the pane is hidden, click the double-arrow button to expand it. Clicking the button again will hide it when you wish to see your worksheet at full width. The out-of-the-box default dashboard, "Forecasts Dashboard", contains two default dashlets which help provide additional insight into your forecasting worksheet, the In Forecast and Forecast Bar Chart dashlets. You can click the floating actions button on the intelligence pane to access the available options (e.g. Create Dashboard) in the floating actions menu. For more information on using dashboards, refer to the Dashboards and Dashlets documentation.
Forecasts SalesRep IntelligencePane

In Forecast Dashlet

The In Forecast dashlet appears at the top of the Intelligence Pane and gives a breakdown of how your revenue line items match up to your quota. Keep in mind that your In Forecast dashlet may or may not include "Best" and "Worst" depending on your administrator's Scenarios configuration.

Note: The In Forecast dashlet is not available for Sugar Serve users. For more information on license types and the functionality available for each type, refer to the User Management documentation.

forecasts_inForecastDashlet

The In Forecast dashlet's values are calculated based on the most recent updates to your worksheet even if the changes have not yet been saved as a draft or committed. The values take all of your revenue line items into account regardless of any filters currently being used in your worksheet. Their meanings are as follows:

Field Description
Quota

Your personal quota for this sales time period as assigned by your manager

Closed Won The total amount of your Closed Won revenue line items
Deficit The difference between your quota and the total amount of your Closed Won revenue line items; the additional revenue needed to be won in order to meet your quota
Likely The total of the Likely amounts for the included revenue line items which are not yet Closed Won
(Likely Colored Box) When summing your Closed Won amounts and your Likely amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota
Best (Optional) The total of the Best amounts for the included revenue line items which are not yet Closed Won
(Best Colored Box) (Optional) When summing your Closed Won amounts and your Best amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota
Worst (Optional) The total of the Worst amounts for the included revenue line items which are not yet Closed Won
(Worst Colored Box) (Optional) When summing your Closed Won amounts and your Worst amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota

Forecast Bar Chart Dashlet

The Forecast Bar Chart appears on the bottom of the Intelligence Pane and provides a configurable chart showing different cuts of your forecasting data over the course of the selected time period. Each revenue line item's Expected Close Date field determines in which sub-period it appears. Only the revenue line items currently appearing on your worksheet will appear in your chart meaning that the chart respects your current filters. The Forecast Bar Chart dashlet's values are calculated based on the most recent updates to your worksheet even if the changes have not yet been saved as a draft or committed. Throughout all chart configurations, the dotted black line represents your quota for the given time period and can be hovered over to view the quota amount.

Note: The Forecast Bar Chart dashlet is not available for Sugar Serve users. For more information on license types and the functionality available for each, refer to the User Management documentation.

Use the two dropdown menus to control what is displayed in the chart.
forecasts_barchartDDs

When "Likely" is chosen, each green point represents the total Likely amounts for all revenue line items currently appearing in your filtered worksheet for that sub-period and any previous sub-periods falling within the selected time period. Choosing "Best" or "Worst" shows the same points using the revenue line items' Best or Worst amounts instead. A green line connects these points showing the change in your possible cumulative amounts.

Each sub-period also displays bars which represent the Likely, Best, or Worst amounts (depending on the chosen dropdown option) for the revenue line items currently appearing in your filtered worksheet. Choosing "In Forecast" will color code segments of these bars according to each revenue line item's Forecast field (i.e. "Include", "Exclude", etc). Choosing "Sales Stage" will color code the bars according to the Stage field of each revenue line item. Choosing "Probability" will color code the bars according to the Probability field of each revenue line item.
Forecasts_InForecast

Note: You may or may not see "Best" and "Worst" as options in the second dropdown depending on your administrator's Scenarios configuration.

Sales Managers

Sales managers work with their own revenue line item records similarly to other sales representatives. In addition, they aggregate their reportees' committed forecast amounts to predict their total team's sales and work towards the team's quota for each time period. The Reports To field on the user record specifies a user's manager; this relationship is what determines who a sales representative reports to and, conversely, who a sales manager's reportees are.

When you access the Forecasts module as a sales manager, you will see your name at the top left of the page along with an arrow which allows you to drill down into your personal worksheet, your team worksheet, and your reportees' worksheets hierarchically. While working with your personal worksheet works similarly to how a regular sales representative works with their revenue line item, you will also have options such as time period selection, summary and commit history, and filters when working with your team worksheet and your reportees' forecasting data. On the right side of each page is an expandable intelligence pane which offers additional insight into your forecasting worksheet.

Note: Only administrators can edit the Reports To field. For more information on the field and how it is used in Sugar, refer to the User Management documentation.

Forecast Drilldown

Because sales managers are able to see and work with their reportees' revenue line items in addition to their own, these users will see an arrow next to their name at the top left of the Forecasts module. This allows them to drill into team forecasting data and individual sales representatives' revenue line items. By default, Aaron will enter the Forecasts module viewing his team worksheet which includes the total committed amounts and quotas for each immediate reportee and himself.

Own Line Items

As a manager, Aaron can see and work with his own revenue line items by selecting "Aaron Johnson (me)" from the menu next to his name or from the Name column in his team worksheet below.
forecasts_drilldown_ownopps

While working with his own revenue line items, he will have the same options on his worksheet as a regular sales representative has. For more information on working with a manager's forecasting worksheet, please refer to the Line Items and Totals section of this documentation. Aaron will need to commit his new revenue line items or changes to his revenue line items on his worksheet before the amounts will be reflected on his team worksheet.

Reportee's Line Items

Since Aaron is Ellen's manager, Aaron also has the ability to work with Ellen's committed forecast and revenue line items. He can navigate to her committed worksheet by selecting "Ellen Smith" from the menu next to his name or from the Name column in his team worksheet below.
forecasts_drilldown_reporteesopps

While viewing his reportee's worksheet, Aaron will not be able to edit any of the revenue line items' amounts or probabilities. He is able to filter for various ranges, change the time period, and view Ellen's summary and commit history for each time period.

Team Worksheet

Aaron can return to his team worksheet by choosing his own name from the Drilldown menu.
forecasts_drilldown_return

While viewing his team worksheet, he has the ability to set each team member's quota as well as to set adjusted Likely, Best, and Worst amounts. Please note that your worksheets may or may not include "Best" and "Worst" depending on your administrator's Scenarios configuration. To edit an adjusted amount or quota, click on the number, enter a new value, and click outside the text box or press Return/Enter. Clicking "Save Draft" will preserve these changes in the worksheet but will not push the changes to other Sugar users. Upon clicking "Commit", these adjusted amounts will be pushed to Aaron's manager thus appearing in Joy's worksheet as his committed amounts. Any changes to quotas will also be pushed to his reportees' worksheets.
forecasts_adjusted_commithista

From the team worksheet, managers will see an "i" icon on the far right of each row where there are newly committed changes. Clicking the "i" opens the most recent commit history for that team member.

Note: Although it is possible for Aaron to set or alter his own personal quota, it is recommended that intermediate managers not make changes to their personal quota. Rather, Aaron's manager, Joy, should set the quota for his entire team from her team worksheet.

Management Hierarchy

The ability to drill into a reportee's team worksheet and revenue line items continues up the management chain. Joy is Aaron's manager and views her own team worksheet by default when first opening the Forecasts module. She is also able to drill into her own revenue line items by clicking her own name, Aaron's team worksheet by clicking his name, or her other reportee's team worksheet.
forecasts_drilldown_tier1

When Joy navigates to her reportee Aaron's team worksheet, Aaron's name now appears and his team worksheet is displayed in read-only mode. Joy can further drill down to see the worksheets of Aaron's team's members in read-only mode. This drilling can continue recursively down through the management chain as needed. Clicking "Parent" will move up one level of the hierarchy, bringing Joy back to her own team worksheet.
forecasts_drilldown_tier2

Time Periods

Below the currently selected drilldown name, you will see the time period for which you are forecasting to meet the time period's quota for your team. The length and the start date of this time period depend on the Time Periods configuration set up by your administrator. At every level of drilldown, sales managers can click the arrow to the right of the current time period and choose a future or past time period, the availability of which is also determined by the administrator's Time Periods configuration. Select a past or future time period to work with revenue line items and forecast for those periods.
forecasts_72_timeperiod

Summary and Commit History

To the right below the Time Period selection, you will see a summary of the current forecasting numbers for the time period and drilldown level currently in view. The large numbers are your current worksheet's Quota, Likely, Best, and Worst predictions. The smaller numbers show your most recent commit's Likely, Best, and Worst predictions. Any red or green arrows next to the large numbers on a manager's personal worksheet or own team worksheet show whether your worksheet's current (uncommitted) numbers are higher or lower than the most recent commit. Please note that you may or may not see a Best and Worst depending on your administrator's Scenarios configuration.
Forecasts SummaryAndCommitHistory 7.7

To the left of these summary numbers, you will see the date of the most recent commit. On a manager's personal worksheet and own team's worksheet, there will be no date shown if you have not yet committed for this time period. By clicking the arrow to the right of the latest commit date, a dark grey panel will appear showing the timestamp of the last commit with a history of the commits for the worksheet currently in view for this time period along with the changes for each forecasting number from the previous commit.

Column Resizing

You can easily adjust the size of columns in the forecasting worksheet based on your viewing preference. Simply place your cursor on the column divider, and when the left-and-right arrow appears, click and drag the column to the desired size. The set column width will be preserved when you navigate away from the page. Sugar will render the preferred column size across sessions until the user removes or resets the relevant browser cookies.

Note: Sugar enforces a minimum width for currency fields (e.g. Best, Likely, etc.) in list view columns which prevents the columns from being collapsed beyond this limit.
Forecasts_ColumnResizing

Column Sorting

List view provides the ability to sort all of the current search results by a field column in either ascending or descending order. To sort by a field or switch the sort direction, click the column header noting that the fields which allow sorting will have a pair of arrows. Please note that the list view may only be sorted by one column at a time.
forecasts_column_sorting

Column Selection

Sugar gives users the ability to personalize the list view by specifying which fields they want to be displayed in the list view. You can click the Column Selection icon to the far right of the list view column headers to see the list of available fields. Click a field name to toggle whether or not it is included as a column in your list view. Please note that administrators have the ability to configure what fields are available to display in the list view via Admin > Studio. For more information on configuring fields to display in the list view, please refer to the Studio documentation in the Administration guide.
forecasts_72_columnselection

Filters

Below the summary and commit history of each worksheet, managers will see a filter bar which controls what kinds of revenue line items are displayed. By default, the "Include" filter will be active, meaning that only the revenue line items with a probability falling within the Include range specified during the administrator's Ranges configuration will be displayed. To add additional filters, click on the Filters bar and choose additional ranges. The filter(s) (e.g. Include, Exclude) added to the Filter bar will be preserved when you navigate away from the module. Returning to the Forecasts module will automatically display the revenue line items based on the filter(s) you last applied.

Please note the Upside or custom ranges may or may not be available depending on the administrator's Ranges configuration. To remove ranges from the filter, click the "x" for each filter name. Removing all filters will display all of your assigned revenue line items. Please note that when viewing your reportee's worksheets, only the revenue line items they have committed as included will be visible.

forecasts_72_filters

Intelligence Pane

To the right of the forecasting worksheet, you will find an expandable Intelligence Pane which provides additional insights for planning and forecasting. If the pane is hidden, click the double-arrow button to expand it. Clicking the button again will hide it when you wish to see your worksheets at full width. The out-of-the-box default dashboard, Forecasts Dashboard, contains two default dashlets which help provide additional insight into your forecasting worksheet, the In Forecast and Forecast Bar Chart dashlets. You can click the floating actions button on the intelligence pane to access the available options (e.g. Create Dashboard) in the floating actions menu. For more information about using dashboards, refer to the Dashboards and Dashlets documentation.
Forecasts SalesMgr IntelligencePane

In Forecast Dashlet

The In Forecast dashlet appears at the top of the Intelligence Pane and gives a breakdown of how your team's revenue line items match up to your quota. Please keep in mind that the In Forecast dashlet may or may not include "Best" and "Worst" depending on your administrator's Scenarios configuration.

Note: The In Forecast dashlet is not available for Sugar Serve users. For more information on license types and the functionality available for each, refer to the User Management documentation.

Forecasts_manInForecast

The In Forecast dashlet's values are calculated based on the most recent updates to the worksheet even if the changes have not yet been saved as a draft or committed. The values take all of your and your team's revenue line items into account regardless of any filters currently being used in your worksheet. Their meanings are as follows:

Field Description
Quota Your team's quota for this sales time period as assigned by your manager
Quota (Adjusted) For mid-level managers, your team's quota with an optional, manual increase above your team's assigned quota; when assigning quota to your reportees, this is the quota value they will receive
Closed Won The total amount of your team's Closed Won revenue line items
Deficit The difference between your team's adjusted quota and the total amount of your team's Closed Won revenue line items; the additional revenue needed to be won in order to meet your adjusted quota
Likely The total of the Likely amounts for the included revenue line items which are not yet Closed Won
(Likely Colored Box) When summing your team's Closed Won amounts and Likely amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota
Best (Optional) The total of the Best amounts for the included revenue line items which are not yet Closed Won
(Best Colored Box) (Optional) When summing your team's Closed Won amounts and Best amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota
Worst (Optional) The total of the Worst amounts for the included revenue line items which are not yet Closed Won
(Worst Colored Box) (Optional) When summing your team's Closed Won amounts and Worst amounts for included revenue line items, in red, the remaining quota shortage and percentage of quota still outstanding or, in green, the quota overage and percentage exceeded above quota

When drilled into your own or a reportee's forecasting worksheet, the Quota (Adjusted) row will not be displayed and the dashlet will function as it does for sales representatives without reportees. For more information on the meanings and configuration of the table while viewing you or a reportee's worksheet, please refer to the In Forecast dashlet section within the Sales Representatives section of this documentation.

Forecast Bar Chart Dashlet

The Forecast Bar Chart appears on the bottom of the Intelligence Pane and provides a configurable chart showing different cuts of your team members' forecasting data. Throughout all chart configurations, the dotted black line represents your adjusted quota for the given time period and can be hovered over to view the quota amount.

Note: The Forecast Bar Chart dashlet is not available for Sugar Serve users. For more information on license types and the functionality available for each type, refer to the User Management documentation.

While viewing your or a reportee's worksheet, the charts will display the relevant revenue line items over the course of the selected time period. In these views, the charts function in the same way as they do for support representatives without reportees. For more information on the meanings and configuration of the chart while viewing your or a reportee's worksheet, please refer to the Forecast Bar Chart section within the Sales Representative section of this documentation.

While viewing your or a reportee's team worksheet, the charts will display the current worksheet's totals in bars grouped by user. Throughout all chart configurations, the dotted black line represents the worksheet's adjusted quota for the given time period and can be hovered over to view the quota amount.

Use the dropdown menu to configure what is displayed in the chart.
forecasts_manBarChartDD

When "Likely" is chosen, each dark blue bar represents the total committed Likely amount for each user within the current team worksheet. Each light blue bar represents the total adjusted Likely amounts for each user. The dark green dots show the cumulative Likely total of the team built user-by-user from left to right with the rightmost point representing the total Likely amount for the entire team. The light green dots and line do the same using the adjusted Likely team total.
forecasts_manBarChart

Choosing "Best" shows similar chart elements except that the Best and adjusted Best amounts are used. Choosing "Worst" does the same with Worst and adjusted Worst amounts.

Note: You may or may not see "Best" and "Worst" as options in the second dropdown depending on your administrator's Scenarios configuration.

Saving Forecast Drafts

Whenever new information is added or changes are made to your current forecasting worksheet, the Save Draft button will become activated. Click this button to save your changes to the current worksheet without submitting these changes to your manager. This provides an opportunity to work with your forecast data before pushing more finalized amounts up the management chain. Clicking "Save Draft" will also cause any changes to your personal revenue line items' amounts and/or probability to alter the revenue line item record itself, making these new numbers visible on the revenue line item in other areas of Sugar.
forecasts_72_savedraft

Committing Forecasts

Whenever new information is added or changes are made to your current forecasting worksheet, the Commit button will become activated. Click this button to save your changes to the current worksheet and to submit these changes to your manager or to the team worksheet if you are a manager working on your personal worksheet. Clicking "Commit" will also cause any changes to your personal revenue line item' amounts and/or probability to alter the revenue line item record itself, making these new numbers visible on the revenue line item in other areas of Sugar.

For sales managers, changes to your reportees' quotas will appear in their Forecasts module when you perform a commit or when using the Assign Quota option. Either action will also update your quota and your reportees' quotas in the In Forecasts dashlet.
forecasts_72_commit

Assigning Quotas

After a manager makes changes to the quotas for his or her reportees, the new quota will become visible in the reportee's Forecasts module when the manager clicks Assign Quota from the Actions menu in addition to when they commit their forecast. Either action will also cause changes to your quota and your reportees' quotas to be reflected inthe In Forecasts dashlet.
forecasts_72_assignquota

Exporting Forecasts

The Export option is available on every forecasting page and exports every line of the current worksheet. The resulting CSV file can be used in other programs such as Microsoft Excel to view and manipulate your forecasting data. To export your current worksheet, click "Export CSV" in the Actions menu.
forecasts_72_export

Configuring Forecasts

Users with administrator access will have a Settings option available within the Forecasts module. Choosing "Settings" will open the Forecast Configuration wizard which is also available by navigating to Admin > Forecasts. For more information on configuring the Forecasts module, please refer to the Forecast Configuration documentation in the Administration Guide.
forecasts_72_settings

Last modified: 2021-07-07 14:32:14