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Sales Insights Historical Trend - Forecast
The Historical Trend - Forecast dashboard provides a comprehensive view of your forecast performance, pipeline health, and revenue opportunities over time. Use the Historical Trend - Forecast dashboard to track forecast accuracy, monitor pipeline velocity, identify at-risk deals, and analyze revenue upside potential.
Note This dashboard is available for Sales Insights with Forecasting only.
From the top of the dashboard, select from the filters to narrow the scope of the analysis.
- Time Period: Filter by standard or custom time periods.
- Team Member: Sort by Sales Team members.
- Forecasting Type: Filter by different types. Currently, Opportunity Amount is supported.
| KPI | CALCULATION |
|---|---|
| Closed Won | The total Amount of all Closed Won Opportunities. |
| Commit | Returns the Commit forecasting amount when period start matches the current period. |
| Gap to Quota | Returns the positive difference between the historical Quota and the Commit forecast. |
| Average Days to Close | The sum of CloseDate minus CreatedDate for all Closed Won Opportunities divided by the total number of Closed Won Opportunities. |
| Progression Rate | The progression rate as the ratio of progressed opportunities to total. |
| Stalled # Oppty | Sum of stalled opportunities. |
| Deals at Risk | Sum of opportunities at risk. |
| Revenue at Risk | Based on Historical Opportunity Trend, count of opportunities at risk. |
| High Propensity Deals (count) | Count of High Propensity opportunities. |
| Potential Uplift ($) | Total Amount of opportunities. |
| Chart | Chart Type | Description |
|---|---|---|
| Forecast Accuracy and Quota Attainment | Vertical bar and line | Amount of Closed Won Sales by fiscal week and Amount of Commit Opportunities by fiscal week. |
| Pipeline Velocity and Stage Aging | Vertical bar and line | Sum of Days to Close by fiscal week. |
| Pipeline Volume and Revenue Risk | Distribution and table | Distribution of Deals at Risk to Deals Not at Risk with opportunity stages and historical amounts. |
| Revenue Upside and Best Case | Stacked bar and table | High Propensity and Best Case opportunities by fiscal week. |
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