Available to: Professional & 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.
This article covers:
- Access Forecast Insights
- Understanding Forecast Insights
- Pipeline Performance Graph
- Opportunity Flow Chart
- Opportunity Bubble Chart
- Insights Sidebar
- Opportunity table (including in-line editing of Salesforce)
- Submitting Manual Forecasts
- Rollup Summary
- Insights Filters
- Get full potential of Forecast Insights
Access Forecast Insights
1. Open up the Ebsta Console by clicking on the following link and sign in with your Salesforce credentials:
2. Click Forecast.
Understanding Forecast Insights
There are several elements of the Forecast Insights dashboard, most of which work in conjunction with one another. We will go through each element of the dashboard in turn.
Pipeline Performance Graph
This graph chart tracks your sales pipeline and how it is trending over time. You can assess how the pipeline is progressing against quota and if you’re closing enough business consistently throughout a quarter/month to hit target (pacing line).
By default, Ebsta displays the current quarter's pipeline but you can use the filter at the top of the chart to view a previous or future quarter or a specific month.
There are other filters that can be applied which are covered in more detail later in this article:
Above the chart, the tiles display your key financial values for the quarter/month and the trend from the previous period.
Quota* Sales target of sales team(s) for the period
Potential Total potential revenue that could be achieved if all Opportunities set to close this period achieved a specific engagement strength.
Projection Projected Revenue from Opportunities with Close Date in this period based on current Deal Score**.
Closed Total value of Opportunities Closed Won for the period
Commit Total value of Opportunities with Opportunity Stage set as Commit
Best Case Total value of Opportunities with Opportunity Stage set as Best Case
Pipeline Total value of Opportunities with Opportunity Stage set as Pipeline
Next Qtr Pipeline Total value of Opportunities with an expected Close Date in next quarter
* To learn how to set up Quotas in Salesforce, refer to this article:
** Deal Score is covered later in this article.
Clicking or hovering over a stack in the chart displays the cumulative totals for that 7 days.
Opportunity Flow Chart
This chart gives insight into how your pipeline has changed over a period of time and enables you to understand why.
By default, Ebsta displays the changes to the pipeline that have occurred over the last week but you can use the filter at the top of the chart to change this.
Above the chart, the tiles display total financial values and the corresponding number of Opportunities that make up your pipeline and the trend from the previous period.
Starting is the total value of open Opportunities (and their corresponding number) in the pipeline at the start of the period.
New Opps is the total value of new Opportunities (and their corresponding number) created within the selected timeframe.
Pulled In is the total value of Opportunities (and their corresponding number) pulled into the current quarter from future quarters during the selected timeframe.
Added Value is the amount of value added to Opportunities already in the pipeline during the selected timeframe. 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 selected timeframe.
Decreased is the amount of value reduced from Opportunities already in the pipeline during the selected timeframe.
Slipped is the total value of Opportunities (and their corresponding number) that were scheduled to close in this quarter but that during the the selected timeframe 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.
The left hand side of the flow chart denotes the start of the selected timeframe and groups all Opportunities in the pipeline by their Forecast Category (Pipeline, Best Case and Commit) as it was set on this date. New Opportunities, Opportunities from previous quarters and Pulled in Opportunities (from future quarters) that get added to the current quarter during this period are also displayed underneath these.
The right hand side of the chart denotes the end of the selected time frame and groups all Opportunities in the pipeline 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 click on any of the categories (left and right) to update the chart display so that you can focus in on what changes have occurred. For example, by clicking Best Case, I can review the Opportunities that were set as Best Case at the start of the selected time frame and look at how they have flowed through the pipeline over that period.
Hovering over the trend lines displays the detail in a pop up window. So for example, 83 Opportunities in the pipeline that are set as Best Case have Idled.
Clicking on a trend line adds an additional filter to the chart. These filters affect the information displayed in the Opportunity Bubble Chart and Opportunity Table which allow further analysis of these Opportunities.
Opportunity Bubble Chart
To view the Opportunity Bubble Chart, click the bubble chart button in the top right hand corner of the flow chart.
|Note: Any filters that were applied to the flow chart will be applied to the bubble chart. To remove these and view all opportunities in the pipeline, click the cross next to each filter.|
The Opportunity Bubble chart visually represents Opportunities in the pipeline as bubbles 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).
Above the chart, the tiles display a number of metrics such as win rate, average deal amount etc so that you can see how your team is performing in this quarter compared 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 update a sidebar on the right to display more detailed insights relating to that Opportunity.
The sidebar provides in-depth insights into your pipeline's performance and highlights what needs attention, and why, to ensure you hit targets. Clicking on insights in the sidebar will adjust the information displayed in the various areas of the dashboard. The sidebar has two tabs; Insights and Opportunity.
By default, the sidebar will be open on the Insights tab. This is an overview of how you are performing against your goal, what the trends are and what Opportunities to prioritise.
Measure your goal is an indication of sales performance in relation to your quota.
Understand Trend 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 applies a filter to the Opportunity Bubble chart (and the Opportunity table below it which will be covered next) to display only those Opportunities.
Opportunities to Prioritise enables 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.
Again 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.
The Opportunity tab displays detailed insights about an Opportunity in the pipeline. The Opportunity displayed in sidebar is the one highlighted orange on the bubble chart. In the top right-hand corner, Ebsta displays the current engagement score and trend for this opportunity. Positive & Negative Factors allow you to gauge how an opportunity is performing compared to the benchmark and identify possible risks on the opportunity being closed lost.
Click the activity tab to view the total activities related to this selected opportunity.
Ebsta displays the total Activities related to this Opportunity (Sent & Received emails, Calls and Meetings) along with a list of the 10 most recent activities. Clicking the down arrow alongside an activity expands the view to give the more detail.
This table works in conjunction with the sidebar, bubble and flow charts. The Opportunities that are listed in the table are determined by filters that are applied to the charts above.
If you click on a row, the sidebar updates to display insights relating to that Opportunity.
The table displays key information about the Opportunities including deal value, stage and close date along with current engagement score, a Deal Score and a Revenue Projection (a weighted pipeline revenue forecast based on the Deal Score). The warning indicators refer to the number of negative factors that relate to this Opportunity (which are detailed in the sidebar).
Deal Score A number between 1-99 which highlights the health of an Opportunity in your pipeline. It is calculated using multiple factors including relationships, engagement, deal stage, close date, deal value to indicates how likely the deal is to close successfully. To learn more about Deal Score, please refer to the following article:
Revenue Projection is calculated by the sum of the projected revenue for all open opportunities in the current quarter (value x Deal Score %).
The green and red boxes in the table indicate the trends from the previous week (or month depending on the date filter applied). 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) Ebsta displays the information in a red box.
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) Ebsta displays the information in a green box.
You can edit key opportunity values, such as Amount, Close Date and Stage from the Opportunities table (changes will automatically sync to Salesforce). To edit a value, hover over the row of the Opportunity you wish to edit and a pencil icon will appear or in the case of Stage, value will be underlined.
To edit the deal value, click pencil icon and type in the new value and save using the green tick icon. To cancel this change, simply click the red cross.
To change the Close Date, click on the pencil icon and use the calendar to select a new date.
To change Stage, click on the value and select a new stage from the menu.
Submitting Manual Forecasts
You can use Ebsta to standardize and streamline your weekly, monthly and quarterly manual forecast submissions process.
1. Use the filters at top of forecast insights to choose the opportunity type, user & team for forecast submission.
2. Click Submit Forecast in the top right-hand corner.
3. This opens up the forecasting tab in the sidebar. In the information section, check that the forecast you are about to submit applies to the filters that have been selected. Enter your Commit Forecast amount and any extra details, reasoning or evidence in the notes section. Enter your Upside Forecast again with any relevant notes. Click Submit.
4. The forecast submission can be viewed in the pipeline performance graph and can be reviewed in the Roll up Summary.
Roll up Summary
Roll up summary provides a quick and easy way for managers to get richer insights of their teams performance: what teams/reps are ahead of pacing or on target? What teams/rep are behind pacing? How much do they commit to close vs Quota? Does each team have enough pipeline to hit their target?
Roll up summary is accessed by clicking the Teams tab above the Opportunity Flow chart.
To review particular Teams or User(s), use the filters at the top of forecast Insights.
Ebsta displays insights for each Team selected. To view individual reps within the teams click the down arrow to expand the view.
Quota Attainment What percentage of their Quota has the Team achieved so far this quarter.
Ebsta Forecast Forecasted attainment of Quota based on Deal Score and Projected Revenue of Opportunities in the pipeline.
Commit Submission is the amount the Sales rep or manager has submitted during the manual forecast submission process.
Upside Commission is the upside amount the Sales rep or manager has submitted during the manual forecast submission process.
Scroll along to view these further insights.
Gap to Quota The amount needed to Close Won to hit Quota.
Total Pipeline The total amount of all Open Opportunities with a Close date in the selected timeframe.
Pipeline Coverage How much pipeline does a team have compared to how much Quota they ned to close.
Required Coverage How much pipeline coverage is needed to reach target based on average win rate.
Pipeline Gap How much more pipeline is needed to reach Quota.
Average Engagement The average number of external relationships of all open opportunities with a Close date in the selected timeframe.
Average Selling The average amount of all open opportunities with a close date in the selected timeframe.
Forecast Insights Filters
Apply filters to control the display of data in all elements of Forecast Insights. There are three main filters: Opportunity, Date and User.
Opportunity: filter data by record and opportunity type
Date: filter data by previous or current week, month or financial quarter
User: filter data by an individual user(s) or by Teams.
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:
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: