Using the Waterfall Chart to Track Forecast Movement

Created by Mayank Jain, Modified on Thu, 14 May at 6:32 AM by Aye Myat

Note: Feature(s) Pending Rollout

Features and functionality described on this page are part of our May 2026 release, which is rolling out to eligible customers May 14-June 18, 2026. See our Release Notes here to learn more.

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 analyze and visualize the reasons for forecast metric value changes—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 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 the selected time period.
Amount Decreased	Opportunities for which amount decreased by the end of the 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 and select either one of the standard date ranges or a custom date range.

Standard Date Ranges for a Quarterly Forecast

Month 1
- Week 1
- Week 2
- Week 3
- Week 4, etc.
Month 2
- Week 6
- Week 7, etc.
Month 3
- Week 11
- Week 12, etc.
Quarter to Date

Standard Date Ranges for a Monthly Forecast

Week 1
Week 2
Week 3
Week 4
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 and 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.

Note: Only auto-calculated non-formula metrics are supported for the waterfall chart.

Customize Columns for Forecast Movement Chart

Admins can select the specific fields—including custom fields—that appear in the movement table.

Note: Amount & Close Date fields will be reflected as per the metric configuration of the selected metrics on the chart.