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Forecasting

 

Using the Forecast Module

To access the module it is enough to go under “All” and select “Forecast” from the list, as we see below. 

Image – Accessing the Module from the Menu list

 

In this area we can open an existing Forecast by selecting it from the list, or adding a new one by clicking on “Add Forecast”.

Image –Creating new Forecast

 

Creating new Forecast

As the first step on creating a new forecast there will be shown a number of fields to compile, that we see and explain below:

Come primo passo per la creazione di un nuovo forecast ci appariranno una serie di campi da compilare, li spieghiamo di seguito.

Image – Compiling Forecast principal data

 

-Forecast Name: Insert the name of the new forecast that we are creating.

-Type: Can choose between 3 modules to set our objectives, Sales Orderes, Invoices and Opportunities. 

-Due Date: The date for which the objectives will be calculated for each user. In this picklist are shown all the date type of field for each module.

-Period: We can choose between Year, Quarter or Month to calculate the objectives.

-Financial Year Start Month: Select the month from which to start calculating our year. 

-Select Year: Select the year for which to calculate the objectives. 

-Selected User: Choose the users for who to calculate the objectives from the list of users. 

After completing this first part below we find the conditions boxes. From here we can filter through record that we have on each module and select the ones that we are interested in. For example we could consider only the Invoices with the status “Paid” or the “Opportunities” with status “Closed Won”

Image – Selecting Conditions

 

As we see above as always there are 2 different boxes. In the first one, “All Conditions” the conditions that we set must all be true in order to find records. In the second box instead, at least one of the set conditions needs to be true to have any result from all the records. 

At this point we are going to identify the target. 

Depending on our choice at the “Type” field we will have different possibilities. If we have chosen Opportunities we can go on and choose a numerical field from the one on the list. 

 

Image – Selecting the numerical field from the Opportunities

 

If we select Sales Orders or Invoices there are a number of different targets:

• Product, 

• Product Cluster, 

• Total, 

• Specific Organizations. 

Image – Selecting the target value in Invoices and Sales Orders

 

1. Product

Image – Selecting Products

 

After choosing Product from the picklist, we are presented with the screen above where we can add one or more products by clicking on “Add Product” and selecting the desired product. This means that when setting the objectives for each user, the calculations will be done only for these products. The other products that can be part of the same Sales Order or Invoice will not be taken into considerations. 

 

2. Cluster

Image – Inserting Product Cluster

 

This option is useful when selecting the products to set objectives following some conditions that we need. After inserting the name of the cluster, we can set the conditions that will help select only the desired records. For example we could choose as objective a Vendor or a Manufacturer. After inserting the name of the cluster under the “Products” column we can set the conditions which will help us find the records. As always, the conditions in the first box need to be all true for having any result, instead for the second box at least one of the conditions needs to be true to get any result. In this modality we can insert more cluster, which allows us to insert all the necessary conditions for filtering only the desired record.

 

3. Totale

Image – Selecting total as a target

 

When Total is selected from the picklist, the objectives will be set on the Grand Total of the Sales Orders or Invoices of each user. 

 

4. Organizations

Image – Selecting Organization as a target

 

When from the picklist we select “Organizations” the screen above appears. From here we can choose from all the Organizations that we have in the CRM, so that when calculations are made for the objectives that we have set, only calculations for the Sales Orders and Invoices related to the Organizations selected here will be done. More organizations can be selected, it is enough to click on “Add Organizations” and choosing the one we want to set objectives. 

 

Setting the Objectives

After having set all the conditions necessary for finding the records that we need we are going to input the numerical conditions. Based on the choices we made before a screen like the one below will appear. 

 

Image – Table example with monthly objectives set on organizations.

 

In the beginning of the screen we select the user for whom we are setting the objectives, one or multiple users

Once we have compiled the objectives for each user it is enough to click on “Save” for each user and his objectives. 

Image – Forecast example on Opportunities with annual objectives set on 2 fields

 

Once we have compiled the objectives for each user we click on “Close” in order to save them.

 

Image – Forecast example on Sales Orders on a quarterly basis for two products 

 

Viewing Results

Once the forecast has been created all the calculations will be made automatically from the system depending on what we required. 

We can see the results for a single user: 

 

Image –Results example for the user “mahesh jon” on a quarterly basis depending on organizations.

 

As we see above the objectives we had set will be shown, how much was realized from the selected user and what’s the difference between the results and the objectives. 

Beside from verifying the performance for a single user, we can choose to verify the performance of all the users in the same time. It is enough to select “All Users” in the Users box. 

 

Image – Forecast result for all users

 

This way will be shown the totals (sum of results for every user) of the objectives, the performance and the difference. 

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