About Summary and Item Adjustments
Sales Forecasting for Redwood UX allows for real-time visibility into forecasts and the ability to make summary and line-item adjustments, fostering effective collaboration and communication within sales teams. Using the highly interactive UI, salespeople can swiftly apply executive judgment and improve forecast accuracy.
Senior sales managers can drill down to view the forecast overview and opportunities in forecast from the perspective of their direct reports and team members below in the resource hierarchy. From the Forecast Overview page, they can simply click the name of any direct report of the manager.
A manager can make summary adjustments to the product level best case forecast and committed forecast numbers for themselves and their direct reports. However, they can’t make summary adjustments to any level below their direct reports.
| This forecast term ... | Represents the ... |
|---|---|
| Committed Forecast | Sum of the total won forecast amount and the total of all opportunity revenue values that your sales team have committed to in a forecast period. This value can be adjusted, as part of the Summary adjustment (Edit Forecast option) or reflect any adjusted best case or committed opportunities. |
| Best Case Forecast | Sum of the total won forecast amount and the total of all committed and best case opportunity revenue values that your sales team has in a forecast period. This value can be adjusted, as part of the Summary adjustment (Edit Forecast option) or reflect any adjusted best case or committed opportunities. |
| Adjusted Team Rollup Amount | Adjustments made by a manager's direct reports or the team members in the resource hierarchy below. For first level manager's, the adjusted team rollup value is 0 (zero) for each reporting sales representative. |
| Opportunity Rollup | Sales representative's forecast perspective and indicates the rollup of the (unadjusted) amounts of the best case, committed, and won opportunity lines in a period. |
Summary Adjustments
If you're forecasting based on opportunity revenue rolling up the territory hierarchy forecast type and the product dimension is enabled, then as a sales manager, you can optionally view and adjust forecasts by product (group). If adjusting by product, this shows the product groups that a sales manager is responsible for based on their own and their descendant’s territories. See View and Adjust Forecasts by Product for more information.
Managers can make summary adjustments to the Best Case and Committed Forecast numbers for their territory, or if enabled, for each product listed under their territory. Any adjustments you make as a manager are visible to your manager and above and are reflected in the forecasts number of the territories above. Any managers and sales representatives below will not see these adjustments.
For example, if you make a summary adjustment to your best case forecast and committed forecast numbers for a product group, then any following item adjustments involving opportunities for that product group won't be reflected in your manager’s best case forecast and committed forecast numbers. For this reason, it's recommended that managers use either the summary adjustment or the item adjustment but not both.
Opportunities in Forecast With Multiple Product Lines
The Opportunities in Forecast page shows the Best Case, Committed and Won panels. Managers can view the opportunities included in their forecast broken out by the best case, committed, and won categories. See About Opportunity Forecast Categories for more information.
Managers can work with their sales teams and view the Best Case opportunities and the ones they've already Committed to close and those already closed as Won. Opportunities with multiple product groups that have different forecast categories might appear in more than one panel. Let's take a look at the category details for Opportunity ABC, for example:
- Product Group: Fusion CX Sales Amount: $100,000 Category: Best Case
- Product Group: Fusion HCM Amount: $200,000 Category: Committed
- Product Group: Fusion ERP Amount: $500,000 Category: Won
Opportunity ABC with amount $100,000 is displayed in the Best Case panel, Opportunity ABC with amount $200,000 is displayed in the Committed panel and Opportunity ABC with amount $500,000 is displayed in the Won panel.
Item Adjustments
Managers can make item adjustments by dragging and dropping opportunity records between the Committed or Best Case panels. Or, they can click the opportunity name to open a summary of the opportunity in a drawer and adjust the opportunity amount and forecast category.
An adjusted badge is displayed to indicate that an adjustment was made to the opportunity by the signed-in manager or anyone below (subordinate) the resource hierarchy. Any item adjustments made are visible to the manager and above and are reflected in the forecast number of the territories above. These item adjustments won't be visible to managers and sales representatives below in the resource or territory hierarchy.
From the Opportunity ABC example above, if the $100,000 opportunity product group is adjusted from Best Case to Committed and the amount is changed to $50,000, then Opportunity ABC will appear in the Committed panel with a value of $250,000 (representing the sum of the Fusion HCM product group and the adjusted Fusion CX Sales product group).
Managers can also apply filters to their forecast to limit the opportunity product groups shown in the Opportunities in Forecast page. They can filter by:
- Direct report’s territories
- Product
- Revenue type category (new, expansion, and so on)
Removing Summary and Item Adjustments
- At the page level, clicking Remove All Adjustments will remove all summary and item adjustments made by the signed-in manager.
- At the row level, clicking Remove Adjustments will remove summary and item adjustments made by the manager to their own forecast or to the direct report's forecast.