Available to: Pro & Ultimate
Forecast Insights help empower sales teams with more accurate and up-to-date forecasts. By analyzing Opportunities in real-time, sales leaders have the confidence to see where they will end the quarter and know what Opportunities are at risk and need prioritizing.
Keep your finger on the pulse of revenue and improve sales performance with easy to digest dashboards and email summaries.
This article covers:
Access Forecast Insights
1. Open up the Ebsta Console by clicking on the following link:
(You will be asked to sign in with your Salesforce credentials)
2. Click Forecast.
Understanding Forecast Insights
Sales Performance Chart
This chart gives an overview of your sales forecast for the current quarter, tracks your performance over this quarter and gives insights into how you are performing against your goals.
Above the chart, your total Quota for all teams for the current quarter is displayed, along with the current value of all Opportunities by forecast category and a comparison with the 7 days previous. It also displays the value of your pipeline for the next quarter.
The main chart tracks performance over the current quarter.
Clicking on a 'stack' a displays the cumulative totals.
The graph plots quota and pacing lines so you can get a measure of your performance against your goal.
This information is also displayed in the sidebar.
Opportunity Bubble Chart
This chart displays all of the Opportunities* that make up your pipeline in this current quarter.
* Unless you decide to filter the results by Opportunity type or by User. We will cover this a little bit later.
Above the chart, is an analysis of how your team is performing in this quarter against a number of metrics such as win rate, average deal amount etc and shows a comparison with the previous quarter.
Average Relationships is the average number of people related to that Opportunity that your teams have recorded communications with between open and close dates where it Closed Won.
Average Score refers to the Ebsta Engagement Score that the Opportunity held at the point that it was Closed Won.
This main chart displays Opportunities (visually represented as a bubble) and plots them against Engagement Score and expected Close Date. The size of the the bubble represents the deal value, (i.e. the bigger the Bubble, the bigger the deal size).
If you hover over a bubble, Ebsta will display key information relating to the Opportunity including the Opportunity Name and Owner, the Account it relates to, Deal Value, Close Date and the Engagement Score.
If you click on a bubble, it will update the sidebar to display the total number of activities related to the opportunity along with a list of the 10 most recent activities.
Clicking the down arrow alongside an activity expands the view to give the activity detail.
Ebsta Insights Sidebar
The sidebar serves to give you insights into how you are performing against your goal, what the trends are and what Opportunities to prioritise.
Measure your goal
This is an indication of how you are performing in relation to your quota.
This displays the number of Opportunities where there has been a negative change (i.e. the Close Date has been pushed back and/or it has moved back a stage or the deal value has been lowered) and the number of Opportunities where there has been a positive change (i.e. the Close Date has been brought forward, and/or it has moved forward a stage or the deal value has increased) in the last 7 days along with the corresponding value of those Opportunities.
Clicking View Opportunities in the sidebar updates the Bubble chart and table below it to display only those Opportunities.
The green and pink boxes in the table are the positive and negative indicators respectively. So for my 3 opportunities trending negatively, I can see that two have Close Dates that have been pushed back and one has reduced in value.
Opportunities to Prioritise
These insights enable you to identify and prioritize those Opportunities within your pipeline that need attention. For example, those with no scheduled future Activity, those where there has been no activity in last 14 days, those that have spent too long in their current stage compared to average and so on.
Clicking View Opportunities in the sidebar updates the Bubble chart and table below it to display only those Opportunities so that you can drill down into the detail.
Forecast Insights Filters
The main filters enable you to adjust the display of results all elements of Forecast Insights. There are two filters: Opportunity Type and User.
There are also additional filters that can be used to adjust the display of results in the Opportunity Bubble Chart only. Click the filter button in the top right-hand corner of the chart.
This opens up a the filters sidebar where you can filter the results by Opportunity Stage, Close Date, Deal Value and Engagement Score.
Get full potential of Forecast Insights
At a minimum, users need to have their mailboxes connected to sync to Ebsta. To get the full potential of Forecast Insights however, we suggest:
- Users sync Calendars to Salesforce
- Forecast Category is set up & configured in Salesforce
- Quotas are set for your team
Bulk API Access
Forecast Insights require Bulk API access which is included with Enterprise, Unlimited, Developer and Performance editions. If you are using Professional edition, Bulk API access can be purchased by contacting Salesforce. Those using Essentials and Group will need to upgrade their edition.
More information about editions with API access is contained in this article from Salesforce: