Forecast History

Forecast history tracks performance over time, identifies forecast risk, and improves alignment and coaching among team members, and ultimately enables a more accurate forecast.

 

Forecast History Insights

To get Forecast History Insights:

 

1. Go to Forecast.
2. Click on any teammate or their reports to see their Forecast History in the Insights Panel (right side): 

 

Let's cover the different aspects of Forecast History shown in the chart: 

 

 

• Plan: The dotted blue-green line is your Quota.
• Commit: These are your forecast calls, which show up as gold. 
• Team's Commit: The roll-up commit value of your reports. Shown in brown above.
• Commit's CRM Value: Use this to compare the difference in CRM Value and your or your team's actual commits. 

 

Forecast History Use-Cases

Forecast History answers key questions about your forecast like:

 

How is my forecast tracking compared to my quota? 

You can compare your forecast (i.e. Commit) to your quota (dotted line) visually.

 

How are my team’s forecasts tracking? Am I (is my team) forecasting consistently throughout the quarter? 

You can compare your team's forecast to their quota (dotted line) visually. If the dots change significantly week to week, this means the historical calls are inconsistent. Below we can see the team forgot to submit their forecasts (no brown line). 

 

Where are there risks in my business based on trends in the forecast? Are my team and I aligned on the forecast?

Take note of any areas where forecast calls are drastically different. Compare your commit and your team calls. See below how the manager's commit (gold) and team commit (brown) are very different: 
 

 

FAQs

Nobody has made a call on my team and my team roll-ups are plotted as $0, why is that?

This is how the Team Rollup total is captured. Clari will sum whatever has been entered, even if some people haven't submitted a forecast yet (or $0 if no one has). 

How is accuracy calculated?

1. When looking at the current quarter, it goes back to the same week last quarter and calculates [Forecast Value] / [Final Closed Amount] for the Quarter

2. When looking at a prior quarter, it uses the current week during that quarter and calculates [Forecast Value] / [Final Closed Amount] for the Quarter

Does Forecast History support reference type fields?

Reference fields aren't supported today. However, it's currently being tracked as an enhancement!