CRM › Marketing & Pipeline
Forecasting & Quotas
What each salesperson is expected to close, what they are calling, and how the calls compare with what closed.
In CRM → Marketing & Pipeline · 10 screens
WorkspaceForecast BoardQuota, closed, commit, best case and pipeline for you and the people who report to you: attainment, weighted pipeline and coverage, your call for the period, and how past calls compared with what closed.OpenRecordsQuota PlansA plan per fiscal year, cut into months, quarters or the year from the company's fiscal calendar. Activate one and the forecast board and the weekly snapshot read it.OpenRecordsQuotasWhat each salesperson, team or territory is expected to close in a period, in money and units, optionally per product line.OpenViewQuota PeriodsThe months or quarters of each plan, as the fiscal calendar gives them.OpenViewForecast CallsEvery call made for a period: what the system saw, what the rep committed, and what their manager changed it to and why.OpenViewForecast SnapshotsA photograph of every salesperson's numbers each week, so forecast against actual can be read back afterwards.OpenRecordsForecast CategoriesPipeline, best case, commit, closed and omitted, and which opportunity stages fall in each. A deal can be moved out of its stage's category with a reason.OpenRecordsSales TeamsWho sells together and who manages them. A manager sees and rolls up their team's forecasts; a team may sit under another.OpenRecordsSales Team MembersThe people in each team.OpenRecordsSales TerritoriesWhere each team sells: countries and regions. A territory can carry a quota of its own.Open
Columns, fields and actions
| Screen | Kind | What it is | Columns | Fields | Actions |
|---|---|---|---|---|---|
| Forecast Board | Workspace | Quota, closed, commit, best case and pipeline for you and the people who report to you: attainment, weighted pipeline and coverage, your call for the period, and how past calls compared with what closed. | 0 | 0 | 0 |
| Quota Plans | List | A plan per fiscal year, cut into months, quarters or the year from the company's fiscal calendar. Activate one and the forecast board and the weekly snapshot read it. | 9 | 6 | 3 |
| Quotas | List | What each salesperson, team or territory is expected to close in a period, in money and units, optionally per product line. | 9 | 11 | 0 |
| Quota Periods | Read-only list | The months or quarters of each plan, as the fiscal calendar gives them. | 6 | 0 | 0 |
| Forecast Calls | Read-only list | Every call made for a period: what the system saw, what the rep committed, and what their manager changed it to and why. | 13 | 0 | 0 |
| Forecast Snapshots | Read-only list | A photograph of every salesperson's numbers each week, so forecast against actual can be read back afterwards. | 10 | 0 | 0 |
| Forecast Categories | List | Pipeline, best case, commit, closed and omitted, and which opportunity stages fall in each. A deal can be moved out of its stage's category with a reason. | 6 | 6 | 0 |
| Sales Teams | List | Who sells together and who manages them. A manager sees and rolls up their team's forecasts; a team may sit under another. | 6 | 6 | 0 |
| Sales Team Members | List | The people in each team. | 5 | 4 | 0 |
| Sales Territories | List | Where each team sells: countries and regions. A territory can carry a quota of its own. | 6 | 7 | 0 |