Estimates in the Forecast and Pipeline
With Standard Forecasting, NetSuite includes an estimate in the sales forecast and pipeline if:
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The estimate's expected close date falls within the period of the report.
This is true even if the estimate is associated with an opportunity, and the opportunity's expected close date falls within the report's period.
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The estimate's probability of close exceeds the minimum forecast probability set at Setup > Sales > Preferences > Sales Preferences > Forecasts.
Note:This preference is not available if you use the Advanced Forecasting feature.
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The Include in Forecast box is checked on the estimate.
If you use the Advanced Forecasting feature, NetSuite includes estimates based on the following rules:
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If the estimate is not associated with an opportunity, NetSuite includes it in the forecast category selected in the Forecast Type field. This field is on the estimate.
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If the estimate is the only estimate associated with an opportunity, NetSuite includes it in the forecast category selected on the estimate. NetSuite also includes it in each higher forecast category.
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If two estimates are associated with an opportunity, NetSuite includes the estimate in the lower category in the forecast categories of the other estimate.
Single Estimates with Advanced Forecasting
If the estimate is the only estimate associated with an opportunity, NetSuite includes the estimate in the forecast category selected on the estimate. NetSuite also includes the estimate in each higher forecast category.
Example
An estimate is created from an opportunity. The estimate total is $100.
|
Forecast Type |
Worst Case Forecast |
Most Likely Forecast |
Upside Forecast |
|---|---|---|---|
|
Worst Case |
$100 |
$100 |
$100 |
|
Most Likely |
|
$100 |
$100 |
|
Upside |
|
|
$100 |
If an estimate is in the worst case category, it appears in each forecast. If it is in the most likely category, it appears in the Most Likely forecast and Upside forecast. NetSuite includes Upside estimates in the Upside forecast.
Multiple Estimates with Advanced Forecasting
If two estimates included in the forecast are associated with an opportunity, NetSuite includes the estimate in the lower category up to the other estimate.
Example
The first estimate:
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Forecast Type = Worst Case
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Estimate Total = $100
The second estimate:
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Forecast Type = Upside
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Estimate Total = $300
This table shows how NetSuite includes the estimates in the forecast:
|
|
Worst Case Forecast |
Most Likely Forecast |
Upside Forecast |
|---|---|---|---|
|
Estimate 1 |
$100 |
$100 |
|
|
Estimate 2 |
|
|
$300 |
Estimates and Team Selling
If you use the Team Selling feature, an estimate's forecast amount is determined by the sales rep's contribution percentage on the estimate. For example, a sales rep has a 10% contribution percentage in their sales team. When one of the team's customers is issued an estimate, 10% of the estimate's total is reflected in the rep's sales forecast.
For more information, see Creating a Sales Team.