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Refreshing Forecasts

You can refresh some values for an unsubmitted forecast if an opportunity or product value changes. After you make the adjustments, you submit the forecast so that Siebel CRM On Demand recalculates and updates all forecasting totals.

You can adjust forecasts that have not been submitted. However, rather than changing the forecast totals, it is better to update the record values that contribute to the forecast amounts, and then recalculate the forecast totals, as described in this section. Updates to the Revenue, Close Date, Sales Stage, Probability, Forecast, or Status fields can affect your forecast.

To update record values and refresh forecast amounts

  1. Click the Forecasts tab.

    The Forecast Homepage shows the forecast for each month in the current quarter.

  2. In the Forecast Homepage Section, select the unsubmitted, active forecast record, and then click the Forecast Date link to view the Forecast Details page for the time period you want to update.
  3. In the My Opportunities or My Revenues section on the Forecast Detail page, click the Opportunity Name or Product link for the record that you want to modify.
  4. On the Detail page, click Edit.
  5. On the Edit page, update the appropriate values for the opportunity or product, and save the record.
  6. Navigate back to the Forecast Detail page, and then click the Refresh link in the record row.
  7. On the Forecast Detail page, click Rollup.

    This updates (recalculates) the Total fields based on your opportunity updates.

After updating your records, you might still want to adjust your forecast summary to reflect your sales expectations more accurately.

Adjusting a Forecast Summary

Sales representatives and managers can make high-level adjustments by month to the forecast summary to make sure that the automatically generated forecast reflects values based on professional judgement. You can adjust the following forecast summary fields manually, if necessary:

  • Forecast
  • Best Case

To adjust a Forecast Summary manually

  1. Click the Forecasts tab.
  2. In the Forecast Homepage section, click the Forecast Date link for the forecast record you want to adjust.
  3. In the Forecast Summary section, click Edit.
  4. On the Forecast Edit page, change the values in the Forecast and Best Case fields.
  5. Click Refresh Totals, and then click Save.

Published 05/11/2007