Awesome.
Now that we are done with enabling forecast we are done with the setting up all the forecast settings.
We are done with setting up the users.
We understood about the hierarchy how the rule hierarchy and how forecast hierarchy is related how they
are similar how they are different.
Right.
So now that we understood everything we are done with our setup.
What next.
The major portion of this concept we have the goal view and analyze our forecast.
We had to see the end result right.
All right.
So let's go to over devil operation and let's see how the forecast data is in Europe devil operation
add a forecast tab added and click on the tab.
You will be able to see the forecast information.
So here we are the forecast information is already.
So how do we read this.
First of all this is the forecast that does for me.
Yes perfect and here you see the various months and the total months of six months.
Why is it showing six months.
Because we have set the time period to six months.
Let me also quickly go back to the forecast settings to show you exactly where we set it up.
So we are here in the forecast settings.
So how do we get here.
Go to set up forecast for get settings and you are here.
So this is where we did all of our settings before and where did we set the time period.
The time period we set it here configure the default forecast display the forecast period as monthly
and starting on the current month to up to six months.
All right.
So that is why the forecast data is showing six months we see six months here starting from the current
month to the next to six months.
Similarly if you want to change it you can change it to quarterly.
Yes and then it will show you the quarterly results accordingly for effect.
So none of this time period part this is clear.
And now let's check out the four different categories in forecast what are the four different categories
that we have closed comet best case and pipeline and ask we already discussed the ultimate category
limited category is not included in the forecast perfect no how do we read this the way we read this
is say for example for a July month all right.
The total opportunity of revenue in the pipeline is zero dollars.
Very sad and its best case is also very sad and the comet is five thousand dollars and then closed will
be zero dollars.
So basically it is estimating for the future and the estimation here is that is 110 K opportunity revenue
in the pipeline for the month of September.
All right.
In the future it is telling us that there will be 110 cave opportunity revenue in the pipeline in September
after a couple of months.
All right so this is how we read the forecast.
So we can see.
All right.
So what is my oh what is our opportunity revenue that I might be able to close in August.
What does opportunity revenue I might be able to close in September because like we have no much data
here in deliberation it is all showing 0 0.
But otherwise a yes this will show pretty meaningful information.
All right.
So know what we can do this.
We can change the opportunity values for a couple of opportunities so that I do know this shows better
information so we are here and the opportunity detail page.
Just pick any opportunity here the closing date is OK it's a different date and then the stage is close
to one.
So what I'm going to do is I'm going to edit this opportunity and then I'm going to bid the close date.
All right.
So let me say
OK but but I don't know that we do not do this in real time right.
This opportunity is already close to one and why would you want to update the flow state.
Right.
We do not do this but just for the purpose of understanding the concept of forecast because we need
some data have done it this way.
All right.
And here again being a system admin I've got the permissions to update the flow state but otherwise
generally no.
And the opportunity once closed becomes added only and you may not be able to update it.
All right.
So now what more does that have changed as the close date we have set it to October.
A couple months later.
All right.
And now what we're going to do is we are going to go again and check how the forecast forecasts now
we are back here in the forecast.
And let me refresh this page and after I refresh this page you can see that the closed amount has been
updated for the month of October.
All right.
Why.
Because that is an opportunity which has guard the close date in October and the talk among those 120
key.
All right.
And that then that opportunity is in closed one stage and that is why it is appearing in closed forecast
category because we know how the categories are segregated.
All opportunities for the forecast category pipeline show up here and all opportunities with the forecast
category.
Best case show up here.
Similarly all opportunities with the forecast category closed shows here and vaginal opportunity will
have the forecast category is closed.
That we already define it into opportunity stages.
We have defined which stage maps to which forecast category.
So close to one maps to close.
Forecast category.
So since that opportunity is close to one it falls here no for another trial.
Purpose let me add one more for November and let's see whether it is getting updated.
It is currently zero dollars.
I have this opportunity again.
This is just a random opportunity the close data is somewhere in the last year.
So what I'm going to do is I'm going to update the close date and I'm going to check if it falls in
that forecast category closed.
So let's update the close date here I have updated the close date here.
I have updated it to November.
And now let's see how it is impacting our forecast so here we are in forecast and assets.
If you see for November it is showing zero.
Now I'm going to refresh this page so it should automatically pick in the opportunity that we just updated
and once you refresh the page as you can see here he does showing the amount the opportunity amount
that is to be closed in November.
All right.
And this is just one opportunity.
Say for example when you click on that it does show which opportunity actually contributes to this particular
thing.
All right.
Otherwise like you'd also see it like you would have the expand thing here.
And once you expand that you can see what all the opportunities listed at the bottom.
All right.
So that is why you will get to get to it.
Basically lightning experience.
So.
So if you click on here October so this will show you the opportunity basically that discontinuity to
this particular close to category.
And he had like you know because of the data he just had only one opportunity.
But in real time you would have multiple opportunities.
Right.
So the value that is populated here would be the sum of all the amount of the opportunities that will
be closed in October.
And here this will show the sum of all the amount of all the opportunities that will close in November.
All right.
So the total sum will be displayed here.
Even I can show that to you real quick.
So this is 120 K so what we are going to do is we are going to add one more opportunity to the same
October month and we are going to check how this amount is getting updated.
So we are here again and the opportunity detail page.
I have picked one of that opportunity that is that will close in October and the amount is 15000.
So what should happen.
Ideally 15000 should get added here.
So he does know 120 k.
It should get updated to 135 k.
All right.
So refresh the page and check it out.
I refresh the page and it is showing 135 k.
And when you click on 135 K he does a showing all the opportunities which are added up to form this
number.
All right.
So as I mentioned earlier like you may also have that expanding here and you can see which are all the
opportunities that got summed up to form this number 135 K so I'm seeing this forecast information the
business or law like.
All right.
So we are going to close 135 gain October.
That's pretty good.
We are going to close to 20 k November.
That is pretty good and evil.
They may say like why that is nothing in this case.
Are you know why not much in the pipeline as well.
So there are there is a gap.
So where we need to pay more attention.
Right.
So this forecast information will give you basically the information for the future based on the revenue
are based on the quantity.
And this helps you to understand better about your business and about your sales.
Perfect.
So now that we are pleased with the stable we are clear withholding information is getting populated.
And if you also know how a business can take advantage of this information how they can use it for improving
their business and fill in the gaps if any right to this table is clear.
And also we know that once you click on the particular amount the system will show us the opportunities
that all summed up to give that amount.
So that part is also clear.
So the next thing that we need to see here is the opportunity revenue the opportunities revenue and
the other option that we have this opportunity quantity.
Why is that.
We have these two options here because these are the forecast types that we defined earlier.
So let's quickly go to the forecast settings and see how we set it up.
Here is the forecast settings.
So we'll go to set up forecast forecast settings and you would see it here.
And we understood about forecast types and we can have up to forecast types.
In fact when we discussed about forecast types that we discussed about the several forecast types that
we can have among that we can add up to four forecast types for this particular order.
And the forecast types that we chose was opportunity revenue and opportunity quantity.
So we want our forecast data to be based on opportunities revenue or opportunity quantity.
Right.
So these are the two forecast types that we have set it up.
That is the reason we are seeing only those two options out here opportunity revenue and opportunity
quantity and the one that you see here is opportunity revenue.
And if you want to see a forecast based on opportunity quantity you can change it accordingly and all
the details here would be based on the quantity information.
So for example it is issuing zero.
Right.
And here let me go for this.
And among the 2 opportunities like although one opportunity has quantity one salutes just doing that
one unit.
Okay because know you do not have data.
This might not look meaningful but otherwise in real time when we have real data this makes a lot of
sense.
So this is how you switch between the forecast types and the opportunity or revenue it is in U.S. dollars.
But you have you if you have multiple currencies enabled you can also see that in those appropriate
currencies factor.
Now while analyzing the sub a forecast forecast data that we have now we need to understand about a
couple of more settings.
The first is setting that we need.
We are going to understand about is about forecast adjustments.
So we are here and forecast settings and we spoke about forecast adjustments.
So what does forecast adjustments forecast adjustments enables the manager and the forecast owner to
make adjustments to the forecast.
Right.
But we did not enable that feature.
That is why currently we will not be able to update the forecast like say for example are we able to
update this.
No not at all right.
We are not able to update this.
We can only view that.
Let's go ahead and enable adjustments and let's see how it behaves.
So we are back here in forecast settings and not what I'm going to do this I'm going to enable the adjustments
and to manage it adjustments and enable all net adjustments manage it adjustment and I enabling that
will enable a manager to update the forecast report for his subordinates and owner can do it for their
own forecast reports.
All right.
So I have enabled both but for this feature to work for this feature to forecast adjustments to work
it is not sufficient that we just enable it here.
We should also enable it in the profiles in profile so we should enable all what I had forecast.
Only then we will be able to make forecast adjustments.
So for all those users for whom you need to enable adjustments go to the users respective profile and
enable this will write for guest in this order.
Currently I am a systems administrator so we know that by default it would be unable to for a system
administrator.
But I just wanted to quickly show that to you.
So if you can see here the override forecast is enabled by default.
Why.
Because I am a systems administrator but the system administrator was always an exception.
So what for all the other users for whom you want to enable this forecast adjustments you need to go
to that uses respect to profile and you need to enable this option.
So once you enable this option then the user you'll be able to modify the forecast.
Perfect.
So now what we have done we have enabled adjustments in the forecast settings and we have also enabled
it.
Basically it is enabled by default.
So this is also enabled.
Now let's go back to our forecast and see whether we are able to update the forecast information.
So we are back here in the forecast data data.
So let me quickly refresh the page and once I refresh the page I'm able to see this entire adjustment.
All right.
So here let me say just hundred.
OK.
Perfect and now like you see this the adjustment is done and it is no.
Hundred dollars and that is a warning as well here.
So what does that.
It says that Dosa is just processing.
All right.
So how does processing and once it is finalized like it did go off.
All right.
That is what is mentioned here saying it is processing the changes.
So this is how we use that adjustment feature to adjust our operating.
I just have a forecast information.
Perfect.
So now that we have learned about adjustment The other concept that we would like to see is about using
the cumulative roll ups.
So while we did our forecast settings we understood about cumulative roll ups what does cumulative roll
ups.
This is the roll up that we have.
Here is the individual roll up the pipeline opportunities go to the pipeline category.
The best case opportunities go to the best case the combat opportunities that go to combat it's pretty
straightforward.
And what is cumulative cumulative meaning as mentioned in the forecast settings the pipeline the open
pipeline we have pipeline plus best case plus come into opportunities.
All right.
And it could be named as open pipeline currently in individual.
It is just pipeline and then it could be named as open pipeline and it would include all the opportunities
with the category in pipeline.
Best case and come it.
All right.
So now what we are going to do is we are going to enable those cumulus to roll ups and then let me go
ahead and save it.
And once you save it we'll go to the forecast and check the updates
and then I'm changing it to cumulative I'm giving a warning message.
The system wants me to ensure that what I'm doing is what really I want to do.
All right.
So because we are changing the adjustments and that will really change the data.
So yes I understand.
And then change will affect we are here in the forecast tab.
Now let me refresh this page again.
Do you see this information here.
No it does open pipeline.
Best case forecasts come at forecast and close to only.
Previously it was the individual that is pipeline.
Best case comment and closed and now it just cumulative roll ups.
And why is this information out here.
Because it is under processing.
It is still processing those changes.
So those are the reason I told you when we were initially learning about the concepts that after we
analyze the forecast information we might want to revisit the concepts that we did earlier.
All right.
Because initially when we learned the concepts we just learned the concepts.
But now we are able to relate the concepts that we studied earlier and to the actual forecast information
that we have.
Awesome.
So pretty much we have covered everything out here.
Vino what's all this we understood about that there's information that to your right is here in front
of us and we also understood about the opportunities.
The one other setting that I would like to show you this is about the court us.
So here quotas are such an art enabled.
So let me enable that and save it.
We are back here in the forecast page.
Let me refresh this page real quick.
You also see the court information out here.
Basically there is no data defined as such.
So that is why we are not able to see any court information.
But otherwise we would see this court date information.
So court of any state court.
What is the meaning of to court not meaning the target that is set for the sale.
So how much he needs to close in a particular month.
So that does call us the court.
That is a target that they work towards.
So because that is no information out here we are not seeing any information but once you set up this
data you will be able to see this information as well.
Even though we do not have any data I thought it would be nice to show you so that we know that we have
this feature here and forecast.
And when you have data here like this will show you like what does a percentage of court that you have
completed say for example the quota is here.
Here it is like 135.
The quota is like a you know a two hundred.
So it would say a little close to like 60 percent this completed right to do near here.
It would show you like 60 percent.
All right.
So the percent of quota that is completed so that can show here.
But because we have no data here it is assets not doing anything so this is all about forecast how we
view and analyze our forecast and how we can use it for improving other business and sales.