Adjusting and Submitting Sales Forecasts

You are a sales representative and you need to submit your sales forecast. In this demonstration, you will learn how to adjust your forecast at the forecast  item and territory levels and submit your forecast.

Steps:

1. Select a forecast to review and adjust.

    

   Click the 2011 - 2011/09/08 link.

   Step 1

2. The territory freeze date has passed. You cannot submit your forecast prior to this date.

   Step 2

3. After the due date, no one can submit forecasts. You must submit your forecast far enough in advance of the due date so that your entire management chain have enough time to submit their forecasts.

   Step 3

4. Select the row containing the forecast item you want to adjust.

    

   Click the Expand link.

   Step 4

5. You can edit the underlying opportunity or add an adjustment to the forecast item.

    

   Click the Adjust menu.

   Step 5

6. Click the Adjust list item.

   Step 6

7. Click the Adjustment Reason list.

   Step 7

8. Click the Overly Conservative list item.

   Step 8

9. Metrics like estimated revenue can help you decide on the amount of your adjustment.

   Step 9

10. Click in the Adjustment field.

    Step 10

11. Enter the desired information into the field. Enter

     a valid value
     e.g.
     "50,000"
    .
    Step 11

12. You can enter either the item adjustment as a positive or negative number, or enter the full adjusted amount.

     

    Press [Tab].

    Step 12

13. You also entered best case and worst case adjustments.

     

    Click the OK button.

    Step 13

14. A Lock appears in the Unadjusted column of the Forecast Items table.

    Step 14

15. The lock indicates that the forecast item will no longer change for as long as it remains adjusted. Any updates to the underlying opportunity are ignored.

    Step 15

16. Click the Save button.

    Step 16

17. You review the metrics for your territory and decide to add a territory summary level adjustment.

     

    Click the Adjust menu.

    Step 17

18. Click the Adjust list item.

    Step 18

19. Click in the Summary field.

    Step 19

20. Enter the desired information into the Summary field. Enter

     a valid value
     e.g.
     "40,000"
    .
    Step 20

21. Press [Tab].

    Step 21

22. Click the OK button.

    Step 22

23. If you enter a summary level adjustment, you can no longer make forecast item adjustments unless you remove the summary adjustment. The lock in the Item column indicates the forecast items are locked against updates.

     

    Click the Save button.

    Step 23

24. Submit your forecast to your manager. You cannot make adjustments after submission. Your manager, however, can make adjustments to your forecast.

     

    Click the Submit button.

    Step 24

25. If your manager rejects your forecast, then you can make changes and resubmit.

    Step 25

This concludes this demonstration of adjusting and submitting sales forecasts.

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