Analyze: Monitor forecast trendsFollow
Who's this for:
Where to go: Deals > Forecast > Trends
Plan: Working with Gong Forecast requires a Forecast seat.
The Trends tab gives you insights as to how accurate your forecast is, and what changed in your pipeline over a selected time period for the selected line of business. You can also see the target and coverage of your pipeline together with the forecast for different forecast categories, so that you can compare your actual pipeline to your forecast.
By default, the Trends tab is filtered to the same line of business, time period, and team you viewed in the Forecast updates tab.
Above the chart, pick the forecast category that you want to see trends for.
Change what team you see (this capability is based on permissions):
Click the chevron at the top left of the board to navigate up your org chart.
When looking at a manager of the manager, click the name of a manager in their team to drill into that team.
Similarly, when looking at a manager, click the name of a team member to see only their forecast.
Click the current manager's name and then search for a team member or manager to jump to their board.
Use the trend chart to easily see your progress in actual sales, understand what your pipeline coverage is in each forecast category, and validate your team's numbers against reality.
Scroll over the chart to see more details:
The stacked bars show you the value of all deals in the selected category, per week
Weeks run from the forecast lock time to the next forecast lock.
Week 1 is from midnight at the end of the month of the previous period, and until the first forecast lock of the selected period.
The forecast categories are stacked in the order they are defined in Forecast settings.
The red line indicates the forecast projection (learn more)
The orange line indicates the forecast of the team under the selected manager
The purple line indicates the forecast of the selected manager
The dotted line indicates the team's target
Click the bar or scroll down to see the deals in each forecast category for that week.
In the event that someone did not update their number, we carry over their last submitted number in the period. Go here to understand the finer details of how we handle missing info.
Click on a bar in the trends chart, or scroll down to see a snapshot of the deals that were in the pipeline for the forecast category during the week you selected.
Use this table to understand how your deals are moving through your pipeline. As the graph shows the deal details as they were for the selected week, you can see the weekly changes to the forecast categories, and identify deals that may need extra attention to keep them moving through the pipeline.
Click on the deal to see current deal details in the deal panel.
We use historical data to project how the chosen period will end. Note that the projection may change weekly as a result of pipeline changes and the point of time within the selected historical period.
Go to here to learn more.