Understanding Forecast Functionality in PeopleSoft Sales

PeopleSoft Sales offers forecast functionality for two groups of users:

• Sales representatives can add a new forecast or adjust their own forecasts using the Search My Forecasts component.

• Sales managers can roll up, adjust, and analyze forecasts using the Search Rollup Forecasts component.

These two components use a similar interface to select a forecast.

Typically, sales managers ask sales representatives to create and adjust forecasts by a certain date. When the sales representatives are comfortable with their forecast numbers, they submit their forecasts. Alternatively, sales managers might ask sales representatives to update their opportunities, for example, by the last day of each month, and then use autoforecasting to build forecasts directly from the opportunities. In either case, the sales managers can roll up forecasts for all their sales representatives and analyze the forecast for a territory. The forecasts that roll up under a manager depend on the structure of the territory tree.