Pipeline & forecasts

Sales Rep maintains the customer, primary contact, expected close date, stage and next action. Product lines describe the proposed quantities, charge units and commercial term. The opportunity can develop during discovery without losing the earlier view of its value or expected timing.

Buying-committee contacts distinguish the champion, economic buyer, technical evaluator and other participants. Calls, meetings and tasks link to the relevant customer or opportunity. A completed task retains its actual completion evidence; a due date alone does not show that the conversation happened.

My Open Opportunities keeps the rep’s active work together. Pending Activities and Overdue Tasks help identify the follow-up behind a stalled deal, rather than relying only on its probability or forecast category.

Stage history records the actual transition, owner, amount, currency and expected close date. Required evidence follows the selected stage. A reassignment or revised proposal creates a new history entry instead of rewriting the basis of a past forecast.

Expected future usage is disclosed separately from committed value. Subscription cadence and the agreed term remain visible, so an annual recurring amount is not silently substituted for total contract value. Different currencies convert through the retained reporting rate before aggregation.

Sales Manager reviews the commercial terms independently where required. A won opportunity needs the active contract and its verified current acceptance evidence. Editing a stage to closed won cannot substitute for that agreement or generate another order and commission.

Loss outcomes retain the actual decision time, reason and available competitor evidence. Expected close dates remain useful planning history. A controlled reopen records why the opportunity changed and reconciles any effects already created, preserving the original terminal decision.

Win/Loss Analysis uses those outcomes and their captured dimensions. Territory and segment at the time of close remain available even after account realignment, allowing sales leaders to distinguish a changing market from a changing reporting structure.

Sales Rep submits a period and category with the exact included opportunity versions. The submission captures values, probabilities, expected dates and currency conversion. Notes explain the rep’s judgment, including why an otherwise open deal is omitted.

Sales Manager assembles the team rollup from identified rep submissions. An explicit managerial adjustment remains distinguishable from the source opportunities. A report selects the rep or manager level as intended; it does not add both as separate business forecasts.

My Forecast (current period) shows the submission being prepared. Submitted versions remain reproducible when a rep subsequently changes a deal. A revised forecast supersedes the earlier version through the governed path and preserves the comparison history.

Sales Manager locks the reviewed period snapshot. Forecast Accuracy compares that frozen submission with the defined actual closed population, using the selected reporting currency and cutoff. Current opportunity values cannot retrospectively improve an old forecast.

Pipeline by Stage and Top Accounts by Pipeline use retained grouped snapshots with unique opportunity membership. Product lines, buying contacts and campaign touches do not multiply the deal count. Pipeline Summary can then compare territory and rep results on a consistent population.

Approved quota versions provide the period and currency basis for attainment. Forecast confidence and earned commission remain separate judgments: a Commit forecast is not a won contract, and a won deal qualifies for pay only under its approved commission plan.