Define a planning question, select a dated baseline and compare category outcomes under explicit assumptions.
Sales Manager, Sales Director or VP Sales names the scenario and explains the planning question. Identify the forecast period and author so another leader can follow up on the result.
Select the dated pipeline snapshot used by the scenario. Sales Operations checks that the intended baseline exists and represents the opportunity population being discussed.
The author records category multipliers, slip assumptions, amount haircuts, AI thresholds or manual additions. Use the agreed value conventions and explain the input in a note where its business meaning needs context.
Changes to scenario inputs trigger the calculation and update category outputs. Each output retains its baseline and projected amount with the computation time.
The author reviews the result and shares the planning question through the agreed procedure. Leadership compares it with the current call and sends any intended official forecast change through the rep and manager review path.
And how to keep it from happening.
Start free, then use Proto to change fields, steps and approvals before your team goes live.