How to reach: Revenue Insights > Forecast
Permissions: Users with a business plan can view.
Under Forecast view you can view your forecast board by Deal Stage or Forecast Category.
Dig deeper into the deals in one click. Here's how you can get more granular on the deals making up each forecast category.
The amount and teams visible under forecast board can be manager under <Forecast Setting>.
Forecast by Deal Stage
You can view your forecast by the Deal Stages. You’ll see all the deal stages from your CRM displayed here.
Forecast by Forecast Category
You can view your forecast by the Forecast Category. You’ll see all the Forecast categories from your CRM displayed here.
Target Overview chart
You can view your target values set for the teams and different pipelines. Values update as you apply different filters. The displayed values meanings are.
|
Sr no |
Name |
What do they mean |
|
1 |
Target |
Target values based on the target sets for the selected teams and pipelines |
|
2 |
Closed Won |
Total of the deals that are marked as closed won |
|
3 |
Gap |
Target - Closed won |
|
4 |
Closed Lost |
Total of the deals that are marked as closed lost |
You can read more about forecast submitted and included deals value at <forecasting submission>.
Pipeline Overview chart
You can view your pipeline values for the teams and different pipelines. Values update as you apply different filters. The displayed values meanings are.
|
Sr no |
Name |
What do they mean |
|
1 |
Pipeline Value |
Pipeline values for the selected teams and pipelines |
|
2 |
Coverage |
How it's calculated ( For the selected pipeline and close date period) Coverage Ratio = Pipeline/ [Target - Attained] |
|
3 |
Deals |
No of deals for the selected teams and pipelines |
|
4 |
Avg. Deal Value |
Avg. Deal Value = Total pipeline value/ No of deals |
You can read more about forecasts submitted and included deals value at <forecasting submission article link>.
Know your forecast table and team Roll ups
At the top of the forecast board, choose whether you want to see your forecast by the month or by the quarter.
The forecast numbers in the board and the drill-down view reflect the selected period.
You can view your forecast by Deal Stage or Forecast category the forecast table from the above screenshot displays how different deal stages are displayed as columns and same for the forecast category. Below is what each column from the forecast board means.
|
Sr no |
Name |
What do they mean |
|
1 |
Name |
Teams selected in forecast settings are displayed here. If the member is not part of the team or not on the business license in Avoma they won't be displayed here. |
|
2 |
Target Attainment |
Closed revenue relative to the revenue target. The team target is a roll-over of the member’s target from that team |
|
3 |
Total |
How it's calculated All Deals + Closed Won = Total |
|
4 |
Coverage |
How it's calculated ( For the selected pipeline and close date period) Coverage Ratio = Pipeline/ [Target - Attained] |
|
5 |
Deal Stages or Forecast categories |
Different deal stages and forecast categories are displayed as columns. |
|
6 |
Forecast submitted |
Estimate how much you’ll close in the selected period |
Review your forecast by month
When your forecast board is set to show a month, the forecast table shows info for the current month only.
You can click on the deal count number at any stage column to open a side panel which will show you deals in the selected forecast stage or forecast category.
For each deal you can see below parameters to get the pulse
- Deal information
- Deal information will show you crital deal information with below properties
- Deal Name
- Owner Name
- Account/Compaby Name
- Deal Stage
- Deal Amount
- Close Date
- Deal Risk Score
- Deal risk score will show the risk of the deal basis on which you prioritise your action. Know how this is calculated at <Deal Risk Score help doc>.
- Deal Health Alerts
- You can know the negative as well as positive signals associated with the deals for you know which deals are at more risk and which can be acted opon.
- CRM Properties
- You can see fields like next steps showing you the overview of what’s coming up so that you can question or enable your teams on those. As of now we don’t allow customization to this but we will soon support that.
Read more about your team’s forecast submission at <Forecast submission and history>.
Read more about the complete guide on Avoma forecast <here>.