Management rollups

A reviewed forecast needs a clear path from the rep’s call to the leadership discussion. Submission status changes trigger rollup recomputation through the user management chain. Team, Region and Org scopes identify the owner and level of the resulting forecast, with child submission counts and commit, best-case, pipeline and closed totals.

Sales Manager, Sales Director and VP Sales can record their own adjustments alongside those derived totals. Each adjustment retains its type, amount, category, period and reason. Keeping the overlay as its own record lets the next reviewer distinguish the child submissions from leadership judgment.

• Management chain. The rep’s manager relationship determines the team handoff, and successive manager relationships identify regional and organization ownership. Admin and Sales Operations check that chain before relying on the rollups.
• Derived totals. Recalculation updates the rollup for the same period, scope and owner. The child count helps a leader ask whether the expected submissions are represented in the current result.
• Leadership overlay. An adjustment records an addition, removal or manual overlay with its reason. The leader retains the decision separately so changes to the base call remain explainable.

Review the actual reporting structure with the people who own the forecast. A regional label alone does not establish the user-to-manager chain. Check that each pilot rep reaches the intended Sales Manager, Sales Director and VP Sales through those relationships.

Agree which submission states contribute to a formal leadership call and how a reopened call is handled in the review discussion. Rehearse an amount correction through that procedure and check the rollup’s recomputation time and totals afterward. Keep the submission currency and revenue or bookings basis consistent before combining amounts.

Define who can make an overlay at each scope and what reason is required. The adjustment type should make its intended effect understandable. Agree how the team presents the derived total and the overlay together, and how repeated recalculation preserves the recorded leadership judgment without applying it again accidentally.

Use pilot reps under the same manager and submit their calls for the same period. Recompute the team rollup and compare its child count and category totals with the contributing submissions. Follow the same reporting chain to the regional and organization owners and verify the amounts at each level.

Have Sales Manager record a reasoned adjustment to the team call. The underlying rep submission should retain its original amount, while the adjustment shows its author and intended category effect. Repeat rollup recomputation and check that it updates the existing period-scope-owner record rather than adding another rollup. Ask Sales Director to explain the final leadership view from its child totals and the separate overlay evidence.

• Leadership Rollups — Period totals by management scope and owner, with child counts and recomputation time.
• My Forecast Adjustments — The current leader’s overlays with amount, type and reason.
• Manager Review Inbox — Submitted child calls that still need a manager decision.

Use Submit and review the forecast for the decision and rollup rehearsal, then Inspect forecast risk for changes that may affect the next call.