Creating a Sales Forecast

Access the Add Forecast form.

After you have completed this information, click Save and Continue, and proceed to the next task to complete the sales forecast.

Revenue

Review the amount of revenue that the system calculated for selected group of opportunities. This value is calculated using the Potential Revenue field or the Line Item Total field for the opportunities that are associated with the forecast. You specify which field the system uses in the processing options of the Manage Forecast program.

Override Revenue

Enter the amount of revenue that you want to use to create the sales forecast. If you enter a value in this field, the system does not use the value in the Revenue field when creating the forecast. You might enter a value in this field if you think that the calculated amount of revenue is incorrect.

For example, you might have an opportunity that is very early in the sales cycle and, therefore, has a low probability of closing. However, you might have information that makes you confident that the sale will close. Therefore, you might want to enter a value that is greater than the value in the Revenue field, as this might more accurately reflect the amount of revenue that should be included in the forecast.

Forecast For

Enter the address book number of the person for whom you are creating the forecast. You can enter any entity that has a record in the F0111 table.

This field is not used when determining which opportunities to associate with the forecast. This field is informational only.

Forecast For Contact

Enter the contact person that is associated with the organization that you entered in the Forecast For field. Enter a value in this field only if you enter an organization in the Forecast For field. If you enter an individual in the Forecast For field, leave this field blank.

Approve for Demand Management

Select this option to specify that this forecast is accurate enough to be considered in demand forecasting and planning. You should select this option only if you think that the forecast and the associated opportunities are an accurate indication of future demand and could, therefore, be used for demand calculations.