Ebsta’s Forecast Insights helps 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’ll 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.
Accessing Forecast Insights
1. Open up the Ebsta Console by clicking on the following link:
2. Click Sign in with Salesforce and log into your Salesforce account.
3. Click Forecast.
Overview of Forecast Insights
This is an overview of your sales forecast for the current financial quarter and how you are performing compared to the last 7 days.
It displays the total Quota for your team for the current quarter and how close you are to achieving it along with the current value of all Opportunities by forecast category (Closed, Commit, Best Case and Pipeline) and shows a comparison with the 7 days previous. It also displays the value of your pipeline for the next financial quarter.
This is an analysis of how your team is performing in this financial quarter against a number of metrics such as win rates, average deal amount etc and shows a comparison with the previous quarter.
Average Relationships This is the average number of people related to that Opportunity that your team has had 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 section analyses all Opportunities that are set to close in this current quarter and provides insights to identify and prioritize those that need attention.
Ebsta displays the number of Opportunities that sit within each category along with their respective total value.
Trend Up 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).
Trend Down 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).
Stalled Opportunities that have been in their stage longer than the average time stated for that stage.
No Runway Opportunities that are set to close in less time than the average time of Closed Won opportunities.
Past Close Date Opportunities that have gone past their expected Close date.
Fewer Relationships Opportunities where the number of relationships related to it is less than the average (see above for more detail).
Low Engagement Opportunities that have a lower engagement score than average (see above for more detail).
No Upcoming Tasks Opportunities where there has been no recorded Tasks for the last 7 days
No Activity Opportunities where there is no scheduled future Activity.