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    Forecast category changes
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    Forecast category changes

    • 2 minute read
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    Article summary

    This content is for Managers, Managers of Managers, and Revenue Ops with a Forecast seat. It guides users on using the Changes report to track changes in forecast categories over a selected period based on CRM fields like Stage, Close Date, and Amount. The report groups changes by reasons such as deals being pushed to future periods or new to a category. Change types include Amount increased, Amount decreased, Pushed out, Closed won, and New. The report helps users understand how deal amounts fluctuate and provides details on each change category. Users can drill down into specific deals for more information.

    Who's this for: Managers, Managers of Managers, Revenue Ops with a Forecast seat

    Where to go: Deals > Analytics > Changes

    Use the Changes report to see how the total amount in a forecast category changed over a selected period for a selected line of business. The report indicates the total pre-change and post-change amount in the category, and groups changes by reason, such as whether deals were pushed to future periods, or are new to the selected category, based on the following CRM fields: Stage, Close Date, and Amount.

    Note:

    Changes are calculated by comparing deal amounts at the beginning and the end of the selected period. If deal amounts are the same at the beginning and end, any fluctuations during the selected period are not indicated.

    Change types

    The total amount in a forecast category may change over a period for various reasons. A single deal may have several amount changes affecting its amount. In this case, we include the change in the highest-ranked change type. Two change types aren’t ranked: Amount increased and Amount decreased, as detailed below. When amounts change, deals will be included in multiple change categories, and the amount will be split between them, as depicted in the examples below.

    The table below details the change types, sorted by their ranking:

    Rank

    Change type

    Change includes

    1

    Deleted

    Deals deleted from the CRM.

    2

    Ownership added

    Deals moved to team ownership.

    3

    Ownership removed

    Deals removed from team ownership

    4

    Pulled out

    Deals that were set to close in the selected period, but were pulled out by previous periods.

    5

    Pushed out (slipped)

    Deals that were set to close in the selected date range, but were pushed out by a future period.

    6

    Pulled in

    Deals that were set to close in the future, but were pulled into the selected period.

    7

    Pushed in

    Deals that were set to close in the past, but were pushed into the selected period.

    8

    Closed-won

    Deals that were actual sales (closed-won)

    9

    Closed-lost

    Deals that were closed-lost

    10

    Moved out of closed-won

    Deals that were closed-won and moved to a different category

    11

    Moved out of closed-lost

    Deals that were closed-lost and moved to a different category

    12

    Moved into category

    Deals that now match the forecast category criteria, as defined in the forecast board settings

    13

    Moved out of category

    Deals that no longer match the forecast category, as defined in the forecast board settings

    14

    New

    New deals - deals that were created in the CRM during the change period

    -

    Amount increased

    Deals for which amount was increased during the change period or deals that now align with the pre-change definition and entered the forecast category.

    -

    Amount decreased

    Deals for which amount was decreased during the change period or deals that no longer fit the pre-change definition and exit the forecast category.

    Examples

    A $150K deal in Most Likely dropped to $140K and pushed to a future period

    • $140K (post-change amount) will be included in “Pushed out (slipped)”.

    • $10K will be included in “Amount decreased”.

    A $150K deal in Open pipeline was closed-won

    $150K will be included in “Closed-won”, potentially resulting in a negative amount for the change category, although the deal was won, since the category doesn’t include closed deals.

    A new $150K deal came in (newly created in the CRM)

    The change is included in “New”.

    Details about each change

    Hover over each bar to see the number of deals included in the change category and the total change in amount:

    Click each bar to drill into the list of deals included in it:

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