Available to: Professional & Ultimate
Ebsta's Waterfall Chart helps sales leaders and managers understand why submitted forecast values are fluctuating. The waterfall clearly shows what has happened to the revenue, how has it changed and what factors contributed to that change.
Access Waterfall Chart
1. Open up the Ebsta Console by clicking on the following link and sign in with your Salesforce credentials:
2. Click Waterfall.
Understanding the Waterfall Chart
The stack on the left represents the total value of the pipeline set to Commit (Deal Value), what was submitted by the team and therefore what the pipeline difference was at the start of the week.
The stack at the far right represents the total value of the pipeline at the end of the week and the latest submission from the team and the resulting pipeline difference.
The stacks in the middle represent the positive and negative value changes that have occurred over the week.
|New Forecast In||The value of new Opportunities created within the selected period with forecast category set as Commit and existing Opportunities in the pipeline newly set to Commit within the selected period.|
|Pulled In||The value of Opportunities pulled into the current quarter from a future quarter during the selected period that are set to Commit.|
|Added Value||The amount of value added to Opportunities set to Commit during the selected period.|
|Won (Wasn't Commit)||The value of Opportunities closed Won with status of Upside or Pipeline|
The value of Opportunities closed Won with status of Commit
|Lost||The value of Opportunities set to Commit but that Closed Lost during the selected period.|
|Decreased Value||The amount of value reduced from Opportunities set to Commit during the selected period.|
|Slipped||The value of Opportunities set to Commit that were scheduled to close in this quarter but that have been updated during the selected period, with Close Dates that fall in future quarters|
|Forecast Out||The value of Opportunities that during the selected period have been downgraded to Best Case (Upside) or Open Pipeline.|
Pipeline Diff (+/-) represents the difference to the value of the pipeline over the week. This will display green or red depending on whether the pipeline difference has increased or reduced in value.
The tiles above the chart display the financial values of these categories and also the number of Opportunities that make up the totals. If you click on a tile the sidebar opens up to display those Opportunities so you can look in more detail to understand the changes.
You can change the view to look at the Upside Forecast using the filter at the top of the chart.
You can also drill down to analyse the differences amongst teams and by individual users by using the User Filter.