Forecasts

In PeopleSoft Sales, forecasts are estimates of future sales revenues based on current opportunities, their projected revenue estimates, closing dates, and other factors. If your access profile permits, you can edit forecast data and add rows to make adjustments to forecasts. You might combine the forecasts of 10 team members to produce one roll-up forecast for the team. You can view forecasts at a summary level and then filter and sort summaries for analysis.

You can generate forecast subtotals, and you can create charts to view forecasts graphically. You can also use the Combined Forecasts page and the standard download feature to export forecast data to financial modeling programs outside the database.

PeopleSoft Sales enables you to configure forecasting to meet your organization's business processes and reporting period needs. Sales representatives can generate and view their own forecasts and submit them to management at the appropriate reporting times. Managers can generate forecasts for sales representatives that are visible to them on the territory tree. Senior managers can view an overall forecast of all their groups by generating one high-level roll-up forecast that provides an overview of the organization's outlook.

In PeopleSoft Sales, sales representatives, managers, and financial analysts work with sets of data determined by their user access profiles and territory tree visibility. In this way, managers in one division have access to their staff's data but not to the data of another division.

PeopleSoft Sales forecasts are based on:

• The structure of sales territory trees.

• Opportunity details managed by sales representatives.

• Revenue and shadow forecast allocations, which reflect the percentages of opportunity activity attributed to each opportunity team member's forecast.