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 Flow Chart
This chart gives you an insight into how your pipeline for the current quarter has changed over the last seven days.
Starting is the total value of open Opportunities (and their corresponding number) in the pipeline at the start of the previous week.
New Opps is the total value of new Opportunities (and their corresponding number) created within the previous week.
Pulled In is the total value of Opportunities (and their corresponding number) pulled into the current quarter from future quarters during the previous week.
Added Value is the amount of value added to Opportunities already in the pipeline during the previous week. For example, if an Opportunity's value is increased from £100,000 to £150,000 the added value is £50,000.
From Prev Q's is the total value of Opportunities that are pulled into the current quarter from previous quarters during the previous week.
Decreased is the amount of value reduced from Opportunities already in the pipeline during the previous week.
Slipped is the total value of Opportunities (and their corresponding number) that were scheduled to close in this quarter but that during the previous week have been updated with Close Dates that fall in future quarters.
Omitted is the total value of Opportunities (and their corresponding number) with their Forecast Category set to Omitted during the selected timeframe.
Ending is the total value of Opportunities (and their corresponding number) on the end date.
On the left hand side, the chart displays the start date and displays where all Opportunities within the pipeline were on this date in terms of their Forecast Category (Pipeline, Best Case and Commit). Under these categories are New Opportunities, Opportunities from previous quarters and Pulled in Opportunities (from future quarters) that get added to the current quarter during this seven day period.
On the right hand side, the end date is displayed and under this all Opportunities are placed into one of the following categories:
Won: Opportunities closed Won between the start and end dates.
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) between the start and end date.
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 decreased) between the start and end date.
Idle: Opportunities where there has been no change (positive or negative) between the start and end dates.
Slipped: Opportunities that have been updated with Close Dates that now fall in a future quarter.
Lost: Opportunities that have closed Lost between the start and end date.
You can hover over any of the categories to view more detail.
To view a specific category (in both the left and right stacks), you can click on it to filter the chart display. For example, I want to review all Opportunities that were in Best Case at the start of the week and look at how they have flowed through the pipeline. Clicking on the Best Case category on the left, updates the chart and also the table below it to show only Opportunities in Best Case.
You can now hover over the any of the trend lines to view the detail. So in the examples below, I can see that 7 Opportunities in Best Case have trended up...
...while 36 Opportunities have Trended down over the week.
You can click on any of the trend lines to add an additional filter to the chart and corresponding table below. So for example, if I click on the Trend up line, Ebsta now only displays the Opportunities in Best Case that have trended up in the table below. The table displays the positive changes that have occurred to these 7 opportunities using green indicators.
You can view further analysis of these Opportunities by clicking on the Bubble chart button in the top right-hand corner of the flow chart.
You can toggle between the two charts using the buttons in the right hand corner.
There are also additional filters that can be used in both of these charts which will be covered later in this article.
Opportunity Bubble Chart
This 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).
By default, the filters that were applied to the flow chart will be applied to this chart. You can remove the filters to display all of the Opportunities that make up your pipeline in this current quarter.
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 internal relationships related to that Opportunity that your team had 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.
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 turn orange and Ebsta will update the sidebar on the right to display the total number of activities related to this selected 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 gives 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 Flow and Bubble charts. Click the filter button in the top right-hand corner of either 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: