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  1. Sales Forecasting
  2. Process
  3. Lock and reconcile the period
Process · Lock and reconcile the period

Lock and reconcile the period

Freeze an ended quarter, compare the final call with closed-won outcomes and close with variance evidence.

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Step by step

  1. Check the period boundary CRO

    CRO oversees the scheduled quarter lifecycle. Confirm that the Open quarter has genuinely ended before its final submissions are frozen.

    • Quarter end determines eligibility for locking
    • Updates Forecast periods

  2. Lock the final call CRO

    The guarded lifecycle changes the ended quarter to Locked and stamps its submissions as Locked with the lock time. Further rep editing stops so the final call remains available for comparison.

    • Open becomes Locked; submissions receive locked at
    • Updates Forecast periods, Forecast submissions

  3. Compute forecast variance Sales Operations

    The close procedure compares each rep's final forecast with closed-won outcomes by category. Retain forecast and actual amounts with the outcome and computation time.

    • Final forecast is compared with closed-won amounts
    • Updates Forecast variance, Forecast submissions, Opportunities

  4. Close the reconciled quarter CRO

    A Locked quarter can become Closed when the required variance rows already exist. Finance Analyst and CRO review the resulting basis and material misses as part of the period discussion.

    • Eligible Locked quarter becomes Closed
    • Updates Forecast periods, Forecast variance

  5. Review the operating recap CRO

    Sales Operations checks the recap of submission progress, rollups, attainment, slips, AI disagreements and variance evidence. Use unresolved issues to prepare the next cycle's setup and follow-up.

    • Cycle evidence and automation follow-up are reviewed
    • Updates Forecast submissions, Forecast rollups, Attainment, Slipped opportunities, AI calls, Forecast variance

Where it usually breaks

And how to keep it from happening.

  • A period is treated as finished before its configured end has passed.
  • The team compares an earlier submission with actuals instead of the selected final call.
  • Closure is assumed while required variance evidence is still incomplete.

Who does what

Roles and permissions
CRO
, Sales Operations, Finance Analyst, Sales Manager, Sales Rep.

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