Forecasting Overview

Introduction to Forecasting in Weflow

• Forecasting is an important topic for all sales organizations
• Being able to accurately predict revenue is one of the top skills for experienced sales leaders
• Weflow's forecasting suite enables sales organizations to do the following:
  • Collaboratively work on deals in different forecast categories.
  • Submit forecast calls on a team and individual user level.
  • Roll up forecasts into a unified view.
  • Look at past performance and understand where deals go.
  • Understand how the pipeline is developing towards your revenue goals.
  • Export forecast data to other third-party tools.

Overview of forecasting features available in Weflow
 

Collaborative Forecasting

• Break down your pipeline into forecast categories.
• Adjust and control all fields with in-line editing.
• See quota attainment by forecast category.
• Use custom fields for amount, close date, and forecast category.
• Apply filters (based on any field in your Salesforce CRM).
• Filter easily by owner, team, and different time ranges.
   

Roll-Up

• The roll-ups allows managers and reps to submit forecast calls.
• Forecast calls can be edited and adjusted with forecasting cadences.
• Submitted forecasts are stored in Weflow as forecasting snapshots.
• Weflow automatically respects your user hierarchy and rolls it up to the leadership team.
  
   

Waterfall

• Look at the past 3, 6, 12 months of your pipeline.
• Understand the start value from X months ago.
• Learn what happened with deals in your pipeline over time
  • Which ones closed?
  • Which ones got lost?
  • Where did amounts increase/decrease?
  • Where was the close date pushed?
  • How many new opportunities were created?
  • How many opportunities from past/future close dates got pulled in?
  • What's my end pipeline (status quo) as of now?
• With this chart, you drill deep into the performance of an individual rep, team, or your entire sales organization.
   

Pacing

• Understand how you are moving towards your revenue goals (based on quota).
• See your optimal pace line.
• Quickly filter by
  • Record type
  • Custom filters
  • Owner
  • Time range
• Easily break down the pacing chart into
  • Week
  • Month
  • Quarter
  • Year
• Compare your team estimate with Weflow's AI projection.
   

Quota

• Set up quota for your entire revenue org.
• Break it down by month, quarter, bi-annually or year.
• Easily adjust and filter for different individual contributors.
• Works completely independently from Salesforce.