Access Forecast Change from the main navigation bar in Ebsta's Console
Forecast Change helps sales leaders and managers understand why submitted forecast values are fluctuating. The waterfall chart clearly shows what has happened to the revenue, how has it changed and what factors contributed to that change.
The stack on the left represents the total value of the pipeline set to Commit (Deal Value), what was submitted by the team and therefore what the pipeline difference was at the start of the week.
The stack at the far right represents the total value of the pipeline at the end of the week and the latest submission from the team and the resulting pipeline difference.
The stacks in the middle represent the positive and negative value changes that have occurred over the week.
|New Forecast In||The value of new Deals created within the selected period with forecast category set as Commit and existing Deals in the pipeline newly set to Commit within the selected period.|
|Pulled In||The value of Deals pulled into the current quarter from a future quarter during the selected period that are set to Commit.|
|Added Value||The amount of value added to Deals set to Commit during the selected period.|
|Won (Wasn't Commit)||The value of Deals closed Won with status of Upside or Pipeline|
The value of Deals closed Won with status of Commit
|Lost||The value of Deals set to Commit but that Closed Lost during the selected period.|
|Decreased Value||The amount of value reduced from Opportunities set to Commit during the selected period.|
|Slipped||The value of Deals set to Commit that were scheduled to close in this quarter but that have been updated during the selected period, with Close Dates that fall in future quarters|
|Forecast Out||The value of Deals that during the selected period have been downgraded to Best Case (Upside) or Open Pipeline.|
Pipeline Diff (+/-) represents the difference to the value of the pipeline over the week. This will display green or red depending on whether the pipeline difference has increased or reduced in value.
The tiles above the chart display the financial values of these categories and also the number of Deals that make up the totals.
If you click on a tile the sidebar opens up to display those Deals so you can look in more detail to understand the changes. Clicking the Expand button in the top left hand opens up Pipeline Insights which gives you further detail.
You can change the view to look at the Upside Forecast using the filter at the top of the chart.
You can also filter the chart by Deal type and by user/hierarchy.