Forecast your pipeline and set goals

The forecast shows what a pipeline is expected to bring in, month by month and owner by owner. Goals set a target for a member or a team, for a month or a quarter, and show how far along each one is on the home screen, the Goals page and dashboards.

Open the forecast

Open Deals and press Forecast, beside Board and List. Choose the pipeline above it, and the months under Months: this month and the next two, the next six, the next twelve, or the last three. Months are your organization's, in its time zone.

What the forecast shows

For each month, and for the whole range:

• Won: the deals won in the month, at their amount.
• Weighted: the open deals expected to close in the month, each at its stage's Win %. A $10,000 deal in a stage at 40% counts $4,000.
• Best case: the same open deals at their full amount. Add Won to it for the most the month can bring.

Each month also says how many open deals it holds, and how many of those have no amount. By owner shows the same three figures for each deal owner over the whole range.

Each currency is shown on its own line, and each figure is rounded once, to the cent, where it is shown. The forecast counts the deals your role can open: if your role sees only your own deals, the forecast is yours alone, and the line under the explanation says so.

Deals past their close date

Under Not in these months, the forecast lists the open deals whose expected close date has passed, with their owner, the date and the amount, the ones due first. It also counts open deals with no expected close date, and deals expected outside the months shown.

An open deal whose expected close date is before today says Past its close date on its card on the board, on its row in the list, and on its own page. Give it a new expected close date, or move it on, and the flag clears.

Win percentages

The forecast reads each stage's Win %. Every organization's starter pipeline rises 10%, 20%, 40%, 60% and 80% through its open stages; a won deal always counts at its full amount and a lost deal at nothing. To change one, open Deals, press Edit stages, change Win % and press the stage's Save. The Owner and Administrators can do this, and so can a role of your own given the permission.

Set a goal

A goal is a target for one member or one team, for one month or one quarter, for one of five things:

• Revenue won: the amount of the deals won in the period, in the goal's currency, credited to each deal's owner.
• Deals won: the deals won in the period, credited to each deal's owner.
• Calls made: the calls placed through ContactRoll's phone in the period, credited to whoever placed them.
• Cases closed: the cases closed in the period and still closed, credited to whoever the case is assigned to.
• First replies within target: the cases opened in the period whose first reply came within their response-time target, in business hours.

A team's goal counts its members' work, and Everyone is the whole organization. These are the Sales, Calling and Support reports' own numbers, so a goal and its report always agree.

1. Open Reports, then Goals.
2. Choose the Month the goal is for, or the month whose quarter it is for.
3. Under Set a goal, choose Whose, What and For. The line under them says what the goal counts.
4. Type the Target: a whole number, or for Revenue won an amount and its currency.
5. Press Set the goal.

Each member or team has one goal of each kind per period. Change the target and Remove are on each goal. The Owner and Administrators set goals, and so can a role of your own that may make teams.

Where progress shows

• On your home screen, above the queue: Your goals, with your own goals, your teams' and Everyone's for this month and this quarter.
• On the Goals page: every goal of the month you choose, and of its quarter.
• On a dashboard, as a goals card. The Sales dashboard ends with Your goals.

Each goal shows a bar with its words, such as 60%, or Reached once the target is met, and "{progress} of {target}" with the day its period ends.

Every member can read the goals, and each number counts the records the reader can open. Your own goals always count in full. A team's goal read by someone whose role sees only their own records counts the part they can open, and says Counted from the records you can open.