Scenario planning

Sales Manager, Sales Director or VP Sales starts a scenario with the question the team wants to examine. The scenario identifies its author, forecast period and baseline snapshot date. That dated starting point lets another leader understand which pipeline the calculation used, even after live opportunities have changed.

Scenario inputs hold the assumptions being varied. Category multipliers, slip percentages, amount haircuts, AI thresholds and manual additions provide different ways to explore the call. Outputs retain the baseline and projected amount for each category, with the calculated difference and computation time available for review.

• Baseline selection. The author chooses the snapshot date and period that define the comparison. Sales Operations checks the underlying daily pipeline snapshot before the team interprets a projected result.
• Explicit assumption. Each input identifies its parameter and numeric or amount value, with an optional category and note. The author explains the business question in terms the next reviewer can understand.
• Category result. Changing scenario inputs triggers recomputation and updates the output for each category. The result gives leadership a consistent place to compare baseline amounts with the projected call.

Agree which snapshot should serve as the baseline for a planning discussion. Using yesterday’s pipeline for one scenario and a later snapshot for another can change the result before any assumption is applied. Keep the chosen date visible when sharing the scenario.

Define how parameter values are expressed and how combined assumptions are applied. A multiplier, percentage and currency amount need different interpretation. Rehearse each supported parameter separately, then agree the calculation order for combinations before comparing more elaborate scenarios.

Decide who creates and shares scenarios and which comments belong in the description or input note. A projected result is useful when the leader can trace it to the author, baseline and assumptions. Keep the planning result separate from the rep’s submitted call, and route an intended change to the official forecast through its normal review procedure.

Choose a frozen pipeline snapshot for the pilot period and create a scenario asking how a later close pattern would affect the call. Enter the agreed slip assumption and compute the result. Sales Director should be able to identify the baseline date and compare the affected category’s baseline and projected amounts.

Change the assumption and recompute. Confirm that the existing category output is updated rather than duplicated. Repeat with a manual addition so the reviewer can check its currency basis and note. Before sharing, have another leader explain the question and assumptions from the scenario record alone. Finally, verify that exploring the scenario has left the rep submissions and frozen baseline unchanged.

• Scenario Workspace — Planning questions with author, period, baseline date and computation state.
• Leadership Rollups — The current management call for comparison during the scenario discussion.

Use Explore a forecast scenario for the calculation rehearsal and Submit and review the forecast when the official call needs to change.