Understanding Opportunities Included in Forecasts

To include an opportunity's potential revenue in a sales forecast, the sales representative must update forecasting data for the opportunity. The sales representative can copy the products from the opportunity's proposal to the forecast for the opportunity.

Some companies offer products that generate recurring revenue. For example, an internet service provider may offer a one-year service contract that generates $20 per month in revenue. Other companies, such as wireless companies, offer products with both one-time and recurring revenue. For example, a wireless company might offer a package with a cellular phone (nonrecurring revenue) and a monthly calling plan (recurring revenue). PeopleSoft Sales enables you to forecast for both of these scenarios.

If an opportunity has multiple sales representatives assigned to it, the sales manager uses the Revenue Percentage tab on the Opportunity - Assign page to specify how to allocate the forecast among the sales representatives.

After the customer has made a decision, you can close the opportunity. If you have open forecasts for an opportunity that was closed-won, you can specify whether you want to continue to forecast revenue for the opportunity.