Each forecast Report has a Forecast column which allows you to enter numerical forecast values for individuals or units. You can use this to help work out different scenarios for your business..
⌛ Prerequisite for the Forecast Reports is knowledge and abilities in the Standard Reporting. Please read "Management Reports — Creating a Standard Report or a Pivot Table Report".
- Reports are based on the data that your team has already entered into Pipeliner.
- Reports are dynamic which means that as you change information in Pipeliner, the Report that contains that information is automatically updated with the latest information.
- Every Pipeliner user can create their own Reports or Reports for others if the Admin on the Account has given them the right to do so. However, the only data a person can see in the Report based on how your company setup the user requirements and can be modified by your Admin.
In addition to providing information on the details of how to utilize the Forecast Reports, we will also demonstrate these concepts with the following scenarios:
Joe is interested in creating a forecast report on his sales team for this month. In this report Joe is hoping to plug in possible outcomes based on different possible numerical forecasted sales by sales person. In this way, Joe can get a good idea of how his team might be able to reach their goals and the possible outcome for the entire company.
Joe is interested in creating a forecast report on his sales team for this month. In this report Joe is hoping to plug in possible outcomes based on how many Opportunities have been created by the sales team. In this way, Joe can get a good idea of the possible outcomes of each member of the team if they were to reach the forecasted count that you are analyzing.
How to Create a Forecast Report
Select the "Create New" button, select "Forecast":
Name the Report (this can be changed at any time).
Then select the Forecast type (i.e. by user, or by sales unit).
The Forecast type will help to define what other field type drop down lists are available next.
Select the "Users" or "Sales Units" that you would like in the Report:
Next select the "Period › Start date" and "End date" (these dates are based on the closing dates of the open Opportunities in the pipeline).
Select from "Monthly", "Quarterly" or "Yearly", (also select if it is the calendar or Financial Year), or if you need a specific date range select the calendar icon next to the "Start date" field, and do the same for the "End date":
Select which "Pipeline" data you would like to see in the Forecast report:
Select how you would like to group the columns:
For example if you group columns by a field that resides in an Opportunity form which has multiple possible selections, then the column is actually made up of multiple columns representing each of those selections.
Lastly select the Forecasted field that is your objective for this report.
For this example we selected the "Opportunity Value" which will allow us to view how close each person or unit is to meeting a forecasted amount:
Click on the Edit "Pencil" icon in the report to type in your potential scenario. Instantaneously achieve the results of your scenario:
When a column also has "‹›" button, which indicates that the column is made up of multiple columns. Click on it to view the additional columns that make up the data:
Monthly Forecast By User
Here is an example where we selected the monthly forecast by users. We forecasted that Alex would close $10,000 in the Pipeline in March, although he did not win any deals so far, he does have $35,000 worth of Value in Open Opportunities in the Pipeline. You can see he has exceeded the forecast by 350%:
- Opportunity Count — will base your projections on how many opportunities vs. the value of them.
Here is an example where we selected the monthly forecast by users. We are forecasting that Alex would have five Opportunities in the Pipeline in March, although he did not win any deals, he did have a count of one Opportunity in the Pipeline. You can see he has 20% toward reaching that forecasted number:
Additional Forecast Field Selection Possibilities
- Days in Sales Step — will base your projections on what would happen if the number of days an opportunity stays in a sales step changes.
- Due in Sales Step — will base the projection on how close opportunities are to reaching the date in which they should typically be moved from one step to the next or if those opportunities are past the date they were expected to be moved to the next step.
- Lost Reason — will base the projection on the potential of possible lost reasons. Here is an example in which we changed the columns in order to see the lost deals. The month of February shows a forecasted number of 10 completed activities, but only four were completed for open opportunities therefore only reaching 40% of what was projected.
Number of related completed activities — how many activities are you projecting should be completed compared with how many were completed.
Here is an example in which the month of February shows a forecasted number of 10 completed activities, but only 4 were completed for open opportunities therefore only reaching 40% of what was projected:
- Number of related deferred activities
- Number of related in progress activities
- Number of related not started activities
- Number of related overdue activities
- Number of related waiting activities
- Opportunity base value
- Potential Size of Opportunity
- Product Count
- Product difference (count)
- Product value
Modify the Forecast Report
Select the "Report Settings" button to open the Power Panel:
The easiest way to select the columns you’d like to see in this report is in the Power Panel use the drop-down list for columns. Click the “-” to eliminate the columns you do not want (only available columns based on the other fields that were selected).
The easiest way to reorder where the columns reside in the report is to click and drag them while in the report (alternatively you could use the up and down triangles while choosing the columns):
Sharing Your Report
Once you create a Report, no one else can see it unless you share it with them.
Sharing a report with other sales managers can be helpful when having a meeting with them or the executive members of your company.
Sharing a report with one of the members of your sales team can be helpful when having a one-one-one meeting with them. Filtering this report so that it is only data related to the one Person and the things that they are the owner of, would be helpful in this situation.
Learn about how to use filter in this article.
Once you create a Report, no one else can see it unless you share it with them. To share a Report, Click the "Report Settings" in the upper right of the Report. Select the drop-down next to private and select the "Custom" to share it with specific Pipeliner users on your team, or Public to share the Report with all Pipeliner users: