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Forecast Insights help empower sales teams with more accurate and up-to-date forecasts. By analyzing deals in real-time, sales leaders have the confidence to see where they will end the quarter and know what deals 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:
2. Click Sign in with HubSpot.
3. Forecast Insights will load by default.
Understanding Forecast Insights
This bar chart enables you to monitor how your pipeline is progressing over the current financial quarter.
If you hover over or click on a 'stack' it displays the cumulative totals for that week.
Above the chart, you can see how the pipeline has changed over the last seven days. The current value of all deals by forecast category is displayed along with a comparison with the 7 days previous. It also displays the value of your pipeline for the next quarter.
Pipeline Flow Chart
This chart gives you insight into how your pipeline for the current quarter has changed over the last seven days.
Starting is the total value of deals (and their corresponding number) in the pipeline at the start of the previous week.
New Opps is the total value of new deals (and their corresponding number) created within the previous week.
Pulled In is the total value of deals (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 deals already in the pipeline during the previous week. For example, if a deal'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 deals that are pulled into the current quarter from previous quarters during the previous week.
Decreased is the amount of value reduced from deals already in the pipeline during the previous week.
Slipped is the total value of deals (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 deals (and their corresponding number) with their Forecast Category set to Omitted during the selected timeframe.
Ending is the total value of deals (and their corresponding number) on the end date.
On the left hand side, the chart displays the start date and displays where all deals within the pipeline were on this date in terms of their Forecast Category (Pipeline, Best Case and Commit). Under these categories are New Opps, deals from previous quarters and Pulled in deals (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 deals are placed into one of the following categories:
Won: Deals closed Won between the start and end dates.
Trend up: Deals 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: Deals 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: Deals where there has been no change (positive or negative) between the start and end dates.
Slipped: Deals that have been updated with Close Dates that now fall in a future quarter.
Lost: Deals 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 either the left or right stacks), you can click on it to filter the chart display. For example, I want to review all deals 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 deals in Best Case.
You can now hover over the any of the trend lines to view the detail. So in the example below, I can see that 7 deals in Best Case have idled...
...while 1 deal has been lost this 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 Idled line, Ebsta now only displays the deals in Best Case that have idled in the table below.
You can view further analysis of these deals 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.
Pipeline Bubble Chart
This chart displays deals (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 deals 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 deal that your team had between open and close dates where it Closed Won.
Average Score refers to the Ebsta Engagement Score that the deal held at the point that it was Closed Won.
If you hover over a bubble, Ebsta will display key information relating to the deal.
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.
Forecast Insights Filters
The main filters enable you to adjust the display of results all elements of Forecast Insights. There are two filters: Deal Type and User/Teams
To learn how to create Teams and assign users to them, please refer to this article:
There are also additional filters that can be used to adjust the display of results in the 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 deal Stage, Close Date, Deal Value and Engagement Score.