Forecasting Opportunities

Forecasting Opportunities

Opportunities will by default, adhere to the benchmark forecast percentages defined by each Opportunity Stage code.  Opportunity stages have default forecast percentages associated so that when an Opportunity escalates from INTITIAL to SUSPECT – the forecast percentage will be automatically escalated to 20%.  This default behavior can be over-ridden by establishing 0% as the default forecast percent for each Opportunity Stage Code.

Users can manually update Opportunity forecast information using the (4) fields provided:

Forecast:                  Checkbox Yes or No

Forecast Pct:        Probability Percentage

Forecast Amt:        Expected $ value of the Opportunity

Est Close Date:        Forecasted date of closing the sale

Forecasting data is used for a variety of sales reports at the Workbench level for SalesReps, Sales Managers, and Executives.