diff --git a/content/applications/sales/crm/performance.rst b/content/applications/sales/crm/performance.rst index 815d340f5..2c4f3fbc7 100644 --- a/content/applications/sales/crm/performance.rst +++ b/content/applications/sales/crm/performance.rst @@ -9,3 +9,4 @@ Analyze performance performance/win_loss performance/expected_revenue_report + performance/forecast_report diff --git a/content/applications/sales/crm/performance/forecast_report.rst b/content/applications/sales/crm/performance/forecast_report.rst new file mode 100644 index 000000000..80afc0f44 --- /dev/null +++ b/content/applications/sales/crm/performance/forecast_report.rst @@ -0,0 +1,108 @@ +=============== +Forecast report +=============== + +.. |caret| replace:: :icon:`fa-caret-down` :guilabel:`(down)` icon +.. |pivot| replace:: :icon:`oi-view-pivot` :guilabel:`(pivot)` icon +.. |list| replace:: :icon:`oi-view-list` :guilabel:`(list)` icon + +The *Forecast* report in the *CRM* app allows users to view upcoming opportunities and build a +forecast of potential sales. Opportunities are grouped by the month of their expected closing date, +and can be dragged-and-dropped to adjust the deadline. + +To access the *Forecast* report, navigate to :menuselection:`CRM app --> Reporting --> Forecast`. + +Navigate the forecast report +============================ + +The default :guilabel:`Forecast` report includes opportunities assigned to the current user's +pipeline, and are expected to close within four months. It also shows opportunities without an +assigned expected closing date. The opportunities are grouped by month in a :icon:`oi-view-kanban` +:guilabel:`(Kanban)` view. + +.. image:: forecast_report/sample-report.png + :align: center + :alt: A sample version of the Forecast report in the CRM app. + +Expected closing date +--------------------- + +Opportunities are grouped by the date assigned in the *Expected Closing* field on an opportunity +form. To change this date directly from the :guilabel:`Forecast` page, select the Kanban card for +the desired opportunity, then click and drag the card to the desired column. + +.. note:: + The default time frame for the forecast is *month*. This can be changed by clicking the |caret| + next to the :guilabel:`Search...` bar at the top of the report. Under the :guilabel:`Group By` + heading in the resulting drop-down menu, click :guilabel:`Expected Closing` to expand the list of + available options, and select a desired amount of time from the list. + +After an opportunity is added to a new month, the *Expected Closing* field on the opportunity form +is updated to the *last* date of the new month. + +.. tip:: + The *Expected Closing* field can also be manually updated on the opportunity card. To do that, + click on the Kanban card for an opportunity on the :guilabel:`Forecast` page to open the + opportunity's detail form. Click in the :guilabel:`Expected Closing` field, and use the calendar + popover to select a new closing date. + +Prorated revenue +---------------- + +At the top of the column for each month on the :guilabel:`Forecast` reporting page, to the right of +the progress bar, is a sum of the prorated revenue for that time frame. + +The prorated revenue is calculated using the formula below: + +.. math:: + + \text{Expected Revenue} \times \text{Probability} = \text{Prorated Revenue} + +As opportunities are moved from one column to another, the column's revenue is automatically updated +to reflect the change. + +.. example:: + A forecast report for June includes two opportunities: + + The first opportunity, `Global Solutions`, has an expected revenue of `$3,800`, and a probability + of `90%`. This results in a prorated revenue of `$3,420`. + + The second opportunity, `Quote for 600 Chairs`, has an expected revenue of `$22,500`, and a + probability of `20%`. This results in a prorated revenue of `$4,500`. + + The combined prorated revenue of the opportunities is `$7,920`, which is listed at the top of the + column for the month. + + .. image:: forecast_report/example-revenue.png + :align: center + :alt: An example of the prorated revenue for one month of the forecast report. + +.. seealso:: + For more information on how probability is assigned to opportunities, see + :doc:`../track_leads/lead_scoring` + +View results +============ + +Click the :icon:`fa-area-chart` :guilabel:`(area chart)` icon to change to graph view. Then, click +the corresponding icon at the top of the report to switch to a :icon:`fa-bar-chart` :guilabel:`(bar +chart)`, :icon:`fa-line-chart` :guilabel:`(line chart)`, or :icon:`fa-pie-chart` :guilabel:`(pie +chart)`. + +.. image:: forecast_report/pie-chart-view.png + :align: center + :alt: A pie chart view of the Forecast report. + +Click the |pivot| to change to the pivot view, or the |list| to change to the list view. + +.. tip:: + The :ref:`pivot view ` can be used to view and analyze data in a more + in-depth manner. Multiple measures can be selected, and data can be viewed by month, and by + opportunity stage. + + .. image:: forecast_report/pivot-view.png + :align: center + :alt: A sample of the forecast report in the pivot view. + +.. seealso:: + To save this report as a *favorite*, see :ref:`search/favorites`. diff --git a/content/applications/sales/crm/performance/forecast_report/example-revenue.png b/content/applications/sales/crm/performance/forecast_report/example-revenue.png new file mode 100644 index 000000000..3f1da8e9a Binary files /dev/null and b/content/applications/sales/crm/performance/forecast_report/example-revenue.png differ diff --git a/content/applications/sales/crm/performance/forecast_report/pie-chart-view.png b/content/applications/sales/crm/performance/forecast_report/pie-chart-view.png new file mode 100644 index 000000000..5fc60ce2e Binary files /dev/null and b/content/applications/sales/crm/performance/forecast_report/pie-chart-view.png differ diff --git a/content/applications/sales/crm/performance/forecast_report/pivot-view.png b/content/applications/sales/crm/performance/forecast_report/pivot-view.png new file mode 100644 index 000000000..c1c997f93 Binary files /dev/null and b/content/applications/sales/crm/performance/forecast_report/pivot-view.png differ diff --git a/content/applications/sales/crm/performance/forecast_report/sample-report.png b/content/applications/sales/crm/performance/forecast_report/sample-report.png new file mode 100644 index 000000000..eed54c5a6 Binary files /dev/null and b/content/applications/sales/crm/performance/forecast_report/sample-report.png differ