Identify Key Changes for Salespeople in Sales Forecast using Snapshots

Sales managers can now capture weekly snapshots of metrics and adjustments to easily identify changes to their sales forecasts since the forecast was last reviewed, or earlier in a period. By default, a weekly snapshot process runs automatically to capture key forecast metrics that includes committed forecasts, best case forecast, best case, committed, unforecasted and so on. Additionally, sales managers can view and adjust their sales forecast using a best case forecast summarized metric. This represents the sum of opportunities or revenue lines for Best Case, Commit and Won forecast categories.

View increases or decreases in key forecast metrics since last week’s snapshot

View increases or decreases in key forecast metrics since last week’s snapshot

View increases or decreases in key opportunities in forecast metrics using snapshots

View increases or decreases in key opportunities in forecast metrics using snapshots

Sales managers can easily identify key changes to their forecast commitments since the forecast was last reviewed, or earlier in a period.

Steps to Enable

To schedule the Generate Sales Forecast Snapshot process, follow these steps:

  1. Navigate to My Forecasts and under Actions, select Configure Forecasting.
  2. Select the Generate Snapshots option.
  3. Review and Submit. The Generate Sales Forecast Snapshot process will automatically run every week on Saturdays at 2AM UTC.

Tips And Considerations

Two key sales forecasting metric labels are changed to align with best practice forecasting terminology familiar to sales managers. These are:

  • Expected Revenue is now Committed Forecast which defaults to the sum of opportunities with a forecast of won or committed
  • Total Best Case is now Best Case Forecast which defaults to the sum of opportunities with a forecast of won, committed or best case

These labels may be changed using the User Interface Text tool.

Access Requirements

This feature is available to sales managers who have the Manage Sales Forecast from Digital Sales (ZSF_MANAGE_DIGITAL_SALES_FORECAST) privilege and the View Sales Forecast from Digital Sales (ZSF_VIEW_DIGITAL_SALES_FORECAST) privilege.