Submit and review the forecast

Step by step

1. Prepare the rep call Sales Rep

   Sales Rep compares each submission-line amount with its system amount and checks the category and measure. Explain judgment changes through the override reason or a forecast note.

   • Rep amounts and explanations are ready
   • Updates Forecast submissions, Submission lines, Forecast notes

2. Submit for review Sales Rep

   Sales Rep submits the editable Draft for its Open period. The submission identifies the rep, manager and currency so the review begins with the intended call. Configure the reminder delivery used before the deadline.

   • Draft becomes Submitted for the intended period
   • Updates Forecast submissions, Forecast periods

3. Make the manager decision Sales Manager

   Sales Manager reads the Submitted call and adds a manager note. Approval changes it to reviewed and stamps the reviewer and time; a call needing more work becomes Reopened with an explanation.

   • Submitted becomes manager reviewed or Reopened with a note
   • Updates Forecast submissions, Forecast notes
   ApprovalA person approves before the work moves on.

4. Recompute the hierarchy Sales Operations

   Submission state changes trigger rollups through the user management chain. Team, regional and organization totals update the same period-scope-owner records.

   • Team, Region and Org totals are updated
   • Updates Forecast rollups, Forecast submissions, Users

5. Explain leadership overlays Sales Manager

   Sales Manager, Sales Director or VP Sales records an adjustment with its category, type, amount and reason. Preserve the child submission amounts and reconcile the overlay separately in the leadership discussion.

   • Leadership judgment is recorded separately from child calls
   • Updates Adjustments, Forecast rollups

Sales Rep

, Sales Manager, Sales Director, VP Sales, Sales Operations.