Forecasting & Quotas
What each salesperson is expected to close, what they are calling, and how the calls compare with what closed.
15 steps · 10 questions · 10 screens on this shelf
The screens on this shelf
Workspace
Forecast Board
Quota, closed, commit, best case and pipeline for you and the people who report to you: attainment, weighted pipeline and coverage, your call for the period, and how past calls compared with what closed.
Open
Records
Quota Plans
A plan per fiscal year, cut into months, quarters or the year from the company's fiscal calendar. Activate one and the forecast board and the weekly snapshot read it.
Open
Records
Quotas
What each salesperson, team or territory is expected to close in a period, in money and units, optionally per product line.
Open
View
Quota Periods
The months or quarters of each plan, as the fiscal calendar gives them.
Open
View
Forecast Calls
Every call made for a period: what the system saw, what the rep committed, and what their manager changed it to and why.
Open
View
Forecast Snapshots
A photograph of every salesperson's numbers each week, so forecast against actual can be read back afterwards.
Open
Records
Forecast Categories
Pipeline, best case, commit, closed and omitted, and which opportunity stages fall in each. A deal can be moved out of its stage's category with a reason.
Open
Records
Sales Teams
Who sells together and who manages them. A manager sees and rolls up their team's forecasts; a team may sit under another.
Open
Records
Sales Team Members
The people in each team.
Open
Records
Sales Territories
Where each team sells: countries and regions. A territory can carry a quota of its own.
Open
Progress is kept in this browser only — it is not sent anywhere and nobody else can see it.