Forecasts are snapshots of revenue data for specific periods. If an opportunity or revenue record is updated, you can refresh some values for your current, unsubmitted forecast to ensure that the forecast reflects the most up-to-date information. You can then adjust those records in the Forecast Summary section to more accurately reflect the revenue that will be generated.
Updating the record values that contribute to the forecast amounts, and then recalculating the forecast totals, allows for more consistent forecasting. Updates to the Revenue, Close Date, Sales Stage, Probability, Forecast, Quantity, or Status fields can affect your forecast.
To update record values and refresh forecast amounts
NOTE: To capture any updates made to the opportunity or revenue records in the forecast summary, click Rollup.
When you click Rollup, any prior adjustments to the forecast summary totals are overwritten with the new values brought in from the opportunity or revenue records; therefore after updating your records, you might still want to adjust your forecast summary to reflect your sales expectations more accurately.
Adjusting Forecast Totals
Sales representatives and managers can make high-level adjustments by month to their current, forecasted revenue to make sure that the automatically generated forecast reflects values based on professional judgement. You can adjust the following forecast summary fields:
NOTE: Only the forecast owner can adjust forecast totals.
To adjust forecast totals
NOTE: Best case revenue is not applicable to account or contact revenue forecasts.
|Published 5/4/2012||Copyright © 2005, 2012, Oracle. All rights reserved. Legal Notices.|