Configuring Forecast Trends for a Forecast

Objective

Configure trends for a forecast as an Outreach Admin.

Applies To

• Outreach admins

Before you begin

Below are the 5 components for Trends:

1. Forecast Over time- Compare your call v/s your team’s rollup call v/s outreach’s AI projection v/s actual won revenue
   • My forecast call- Forecast call of the logged in user
   • Rollup Call- Rollup value of the selected user/territory hierarchy
   • Won- Won revenue, user needs to select which metric captures the won amount
   • AI projection- Outreach projected won revenue
   • Quota- Quota linked to the forecast
2. Weekly Metric changes- Track how your auto-calculated metrics change week over week 
3. Total Projected Finish- Outreach's AI projected revenue 
4. Leaderboard chart- Rank reps within the user rollup based on their quota attainment.
5. Submission history- Captures the history of forecast submissions

Procedure

1. Log in to Outreach as an Admin.
2. Click Administration.
3. Click on the Forecasts tab within the Forecasting page.
   
   
4. Click on the forecast for which you want to configure trends.
   
5. Navigate to the trends tab. Forecast Trends is available only for opportunity forecasts for monthly/quarterly forecast periods.
   
6. Configure the following charts accordingly. 
   1. Forecast Over Time
      1. Add desired Forecast entry type or formula metrics.
      2. Select a won metric to track won revenue.
      3. Select a metric which captures total projected finish number.
         • Only metric of type total projected finish is supported here. If you have not configured total projected finish metric, you may do it from general tab under Forecast. 
   2. Weekly Metric changes
      1. Add desired auto-calculated or formula metrics.
   3. Total Projected Finish
      1. Select a metric which captures total projected finish number.
         • Only metric of type total projected finish is supported here. If you have not configured total projected finish metric, you may do it from general tab under Forecast.
   4. Leaderboard chart
      1. Select a won metric to calculate the quota attainment
         • Note that formula metrics are not supported for leaderboard charts.

Once the configuration is done, publish the forecast to see trends on the forecast rollup page.

Click on the highlighted dropdown to view the chart for the desired metrics from the list of configured metrics.

Additional Information

Q: How is the x-axis defined for Forecast over time & weekly metric changes chart?

A: It shows data as of every Fri of the week within the selected sales period.

Q: What happens if a user doesn’t submit a forecast for a particular week?

A: The latest submitted value will be carried over to the next week if the weeks are in within the selected sales period.