Separate the rep's call, the manager's decision and the stewardship of the forecast cycle.
| Role | Forecast calendar | Pipeline categorization | Rep submissions | Management rollups | Forecast risk | Scenario planning |
|---|---|---|---|---|---|---|
| Sales Rep | Edit | Edit | Edit | Edit | Edit | View |
| Sales Manager | View | View | Approve | Edit | View | Edit |
| Sales Director | View | View | Edit | Edit | View | Edit |
| VP Sales | View | View | Edit | Edit | View | Edit |
| CRO | Edit | — | View | View | View | View |
| Sales Operations | Edit | Edit | Edit | Edit | Edit | Edit |
| Finance Analyst | View | View | View | View | View | View |
| Admin | Edit | View | Edit | Edit | — | View |
Owns assigned opportunities, category judgments and personal forecast submissions within editable periods.
Starts on: Forecast Calendar
Reviews direct-report submissions and owns team forecast overlays and follow-up.
Starts on: Manager Review Inbox
Owns regional forecast review and documented adjustments to the regional call.
Starts on: Forecast Calendar
Owns the organization forecast and leadership scenarios with separately recorded overlays.
Starts on: Forecast Calendar
Oversees the guarded quarter lock and close schedule and the executive forecast review.
Starts on: Forecast Calendar
Maintains forecast calendars, category rules and quota inputs and operates the forecasting automations.
Starts on: Forecast Calendar
Reviews quota basis, leadership overlays and forecast-to-actual variance for financial reconciliation.
Starts on: Forecast Calendar
Maintains user identities, access and the management chain, with forecast decisions owned by the sales team.
Start free, then use Proto to change fields, steps and approvals before your team goes live.