Forecast

Work with the right context

Submit a period-specific commitment alongside the current pipeline. The submission preserves what the rep expected at that point, allowing the manager to discuss movement without rewriting earlier estimates. Best-case opportunities remain distinguishable from a committed amount.

Keep the next action clear

Compare actual closed business with quotas for the same owner, time period and currency. Renewal opportunities carry a link to the original deal so the team can plan the next conversation without counting previously won revenue again.

Coordinate the workflow

Review forecast. Each rep submits a period-specific commit and best case. Snapshot open pipeline and quota in the same currency at submission. Manager review records a decision without overwriting the rep snapshot. Aggregate quotas by effective period; do not sum different currencies or infer quota from current employee settings.

Close deal. Close Won only with an accepted, currently approved quote and retained customer acceptance evidence. Stamp ClosedAt and the closed amount; quota reports use that currency and period. Close Lost requires a reason. Reopening is a recorded manager-authorized transition and reverses the prior closed contribution without deleting history. Close atomically appends OpportunityCloseEvents and freezes ClosedAmount, ClosedCurrency, ClosedOwner and ClosedPeriodStart/End on the opportunity. Won amount equals the accepted quote total in its currency; periods use the configured reporting calendar. Draft product edits cannot change closed actuals. Only a scoped Sales Manager may reopen a closed deal, appending one Reopened event referencing the prior close before returning it to Open; repeated reopening reuses that reversal. Re-closing requires current accepted terms and a new immutable event. Quota actuals sum un-reversed Won events by frozen owner, period and currency, never mutable OpportunityProducts or current ownership.

Plan renewal. Create one renewal opportunity per original agreement and renewal date using a unique command key. Preserve RenewalOf, RenewalDueDate and the new amount independently. Exceptional timing or terms require a manager decision. Renewal forecasts exclude the original closed deal and follow the same quote approval rules.

Quota attainment. Closed actuals use immutable accepted amounts, owner, period and currency; a later product edit or reassignment leaves them unchanged. Reopen reverses the prior close once; re-close counts one new snapshot. Reject cross-opportunity reversal and duplicate reversal commands.

Renewals. A renewal appears without changing its original closed deal. Repeating the scheduling command creates no duplicate renewal.

Explain a changed commitment

At the beginning of the month, a rep expects a customer decision before the period closes. The customer later postpones its review. Update the opportunity and make the next forecast submission reflect the new timing, while preserving the earlier submitted commitment. The manager can compare the two positions and discuss why the expectation changed instead of seeing a rewritten history.

Review best-case and committed amounts as different judgments. A large opportunity with an early expected close date still needs evidence of progress. A forecast snapshot records the rep’s assessment for that period; the opportunity remains the place where current stage, next step and customer context are maintained.

Compare like with like

Quota attainment uses the same owner, period and currency as the closed business being measured. A territory reassignment halfway through a period requires an explicit effective quota decision. It should not create overlapping quotas or quietly move past performance to another owner. Preserve the prepared quota and its independent approval so the comparison can be explained later.

A renewal carries a new occurrence date and a reference to the original won deal. Review the upcoming renewal as future work, keeping previously closed revenue in its original period. When the same renewal creation request is retried, it should return the existing occurrence rather than inflate the renewal pipeline.