Objective
The purpose of this article is to provide information to Outreach users about tracking the forecast movement.
The Forecast movement chart provides a waterfall visualization to track deals that have been moved, slipped, pulled in, lost, won etc within the selected time period & sales period
Applies To
- Outreach Users
- Sales Reps
- Sales Managers
- Sales Leaders
Before you begin
- Forecast movement chart is supported only for opportunity forecasts with either monthly or quarterly period
- The chart supports the current & last sales period
Overview
Sales managers and reps can now analyze and visualize the reasons for forecast metric value changes, e.g.: deals slipped, pulled in, moved, lost, won etc. using a waterfall chart to make accurate forecast adjustments.
You can click on different buckets to see the respective opportunity list
Bucket types
| Type | Definition |
| Slipped | Opportunities that had a close date of within the sales period at the start of the time window, but by the end had been updated to a close date after the sales period |
| Lost | Opportunities that were marked closed and lost by the end of the selected time period |
| Won | Opportunities that were marked closed and won by the end of the selected time period |
| Moved | Opportunities that no longer fit the selected forecast metric criteria and are still open |
| Amount Increased | Opportunities for which amount increased by the end of selected time period |
| Amount Decreased | Opportunities for which amount decreased by the end of selected time period |
| Added | New opportunities that were created within the selected time period or existing opportunities that now match the forecast metric criteria and are still open |
| Pulled In | Opportunities that were set to close in the future, but were pulled into the selected sales period. |
Time period selector
You can click on the time period selector on the chart as shown below & select either one of the standard date ranges or a custom date range
Standard date ranges for a quarterly forecast
- Month1
- Week1
- Week2
- Week3
- Week4
etc
- Month2
- Week6
- Week7
etc
- Month3
- Week11
- Week12
etc
- Quarter to Date
Standard date ranges for a monthly forecast
- Week1
- Week2
- Week3
- Week4
- Month to date
Notes
- Time range is bound by the selected sales period.
- Weeks grouping is considered from Mon- Sun
Metric Selector
You can click on the metric selector as shown below & select the metric for which you would like to track the movement
The list of metrics that will show is configured by admin in trends setup for a forecast
Please note that only auto-calculated non formula metrics are supported for waterfall chart
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