Forecasting a manager can defend

A new Forecast tab in Reports answers what will we close this quarter? twice: once as the team sees it and once as history does.

• Categories on every deal. Commit, Best case, Pipeline or Omitted, from the deal's stage unless someone sets it on the deal, beside what is already won and weighted pipeline.
• A weekly number from each rep. Their commit and best case, with a Monday reminder if you want one. The opening number of each period is kept.
• History's own number, with its range. Learned from the pipeline's stage-to-win rates and how long won deals took, for every open deal whatever its close date says, with the range 8 in 10 likely outcomes fall in. Every rate is shown with the deals behind it.
• Where reps are optimistic. Each rep's number against history's range for their deals, and how their opening numbers compared with what they won.
• Forecast against actual for the last four periods, and a Forecast snapshot source in the report builder.