Forecast category changes

RevOps, Sales manager, Manager of managers, Sales leader
Gong Forecast*
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:

*The features available to you depend on your company’s plan and your assigned seats.