Sales - CRM Forecasting

Description

This subject area provides information on the forecast revenues at both aggregate (such as for a forecast period or year) and detail levels (such as every submitted forecast or opportunity).

Business Questions

This subject area can answer the following business questions:

• Do forecasts rely on revenues from a few customers? What is the dependency profile?

• How to forecasts trend across periods?

• What are Sales Representatives forecast and closed revenues for the quarter? How do they compare against the Quota?

• Are revenues getting closed in line with their forecast figures? To what extent do they deviate?

• What were the forecast revenues for the same period, last year? How did it compare with closed revenues?

• Does the forecast versus pipeline trend show a healthy picture?

• What is the relative mix of forecast revenues by the various sales channels in a specific territory?

Job Roles

The following job roles secure access to this subject area:

• Channel Account Manager

• Channel Administrator

• Channel Operations Manager

• Channel Partner Manager

• Channel Partner Portal Administrator

• Channel Sales Director

• Channel Sales Manager

• Partner Administrator

• Partner Sales Manager

• Partner Sales Representative

• Sales Administrator

• Sales Manager

• Sales Representative

• Sales Restricted User

• Sales VP

Duty Roles

The following duty roles secure access to this subject area:

• Partner Channel Administrative Transaction Analysis Duty

• Partner Channel Transaction Analysis Duty

• Partner Org Transaction Analysis Duty

• Sales Administrative Transaction Analysis Duty

• Sales Executive Transaction Analysis Duty

• Sales Managerial Transaction Analysis Duty

• Sales Transaction Analysis Duty

Primary Navigation

Navigator > Sales > Forecasts

Time Reporting

Yes

Time dimension is linked to Sales - CRM Forecasting."Opportunity"."Created Date".

Transactional Grain

This subject area returns the data at the grain of the Forecast.

Special Considerations

None.