Forecast performance analysis

Forecast performance analysis

Last modified on 15/05/2023: Performance analysis in forecasts is now available for all Zoho CRM users in all DCs. Note that it was an early access feature available only upon request. As of May 10, 2023, it is rolled out for all Zoho CRM accounts. Find out more about forecasts in our help doc.

Hello everyone! 

We are thrilled to announce an exciting update on comprehensive performance analysis for CRM forecasts, including trends, gap reasons, improvement suggestions, and more.

Forecasts help organizations estimate how sales will progress in the approaching months, quarters, or fiscal years, as well as monitor current sales growth and find ways to accelerate it. They yield important insights into the company's performance and enable businesses to plan upcoming activities accordingly.

In the revamped forecast, until now, we provided the Target Achievement Report page, which showed the targets set for different roles within the organization, their achievements, and the number of open deals they had in a hierarchy. We're introducing a few enhancements to forecasts to provide even more details about performance, as well as an overview—which can be found in the User and Roles Performance pages and Forecast Overview section of the Target Achievement Report page.

We've introduced the following:
  • Performance Trend
  • Achievement Comparison
  • Comparison Across Forecast
  • Current Deals by Stages
  • Reasons for Gaps
  • Improvements


Let's have a look at these charts and at the overall enhancement in detail.

Forecast Overview

We've introduced a section at the top of the Target Achievement Report page called Forecast Overview. The analytics in this section help users track their performance and plan according to their targets and requirements.

  • Performance Trend: Users can analyze their performance with the help of the performance trend chart, which compares actual achievements across time with target achievements. The trend line predicts whether the achievement can be met within the forecast period based on the current performance, and shows the predicted achievement on particular dates. Users, therefore, have a visually clear representation of what's necessary to improve performance to reach targets.

  • Achievement Comparison: Users can compare their performance at different intervals to analyze how their performance has changed over time. They can set the chart to compare performance on a daily, weekly, or monthly basis.

  • Comparison Across Forecasts: This chart helps users compare their targets, open deals, and achievements across different forecast periods. The bars signify the total deal value assigned to a particular user and contrast it with the deal value closed at the end of the period. Combined with the line plot representing targets in the selected time frame, this enables users to determine whether the target is achievable, and how much more effort is required.

User Performance page
We've introduced the User Performance page for users and admins to track individual performance in a particular period. Apart from providing insights into users' performance, on this page, there are additional details including charts and other widgets. Users can see suggestions for improving their performance or the reasons for which they're not able to meet their targets, and can therefore act accordingly.


The following details are available on the User Performance page:
  • Open deals
  • Deals in the best case, pipelines, and omitted deals.
  • Predictions
  • Targets
  • Achievements
The User Performance page also has charted—Performance Trends and Achievement Comparison—with similar functionality as those in the Forecast Overview section.


The Achievement Comparison chart compares total achievement over time with the number of available deals that can be completed, with a plot for overall targets provided for context.


Apart from these two charts, the User Performance page features the additional Current Deals by Stages chart. The main purpose of this chart is to show deal amounts in different stages. All deals in the current period are plotted as bar graphs according to the deal stage. Each bar breaks down the sum of the deal amounts into three forecast categories: pipeline, best case, and committed. If a pipeline is added, you can also view the current deals by stage based on that pipeline.


We didn't stop just at providing insight into user performance; we've also introduced two additional sections: reasons for gap, which highlights the gap between the target and the achievement and provides reasons that could have led to the gap, and the improvements section, which lists out the various improvements the user can make in order to reduce the gap.

Here are some examples:

Reasons for gaps
  • High number of untouched deals: Any untouched deals will be mentioned here, along with the actual count of untouched deals. Clicking the deal count makes a list of those specific deals pop up.
  • Failed to approach at the right time: Deals that were not approached at the right time are referenced here. Clicking on the link reveals a list of deals that weren't approached at the right time.
  • Doesn't fall in this forecast period: Deals that are outside of the forecast period are referenced for this reason.
  • Deal value insufficient to close target: Deals in the pipeline whose values are too low to reach the target are referenced here.

Improvements
  • Focus on recommended deals: Deals that are likely to be won are referenced here, along with the total deal value upon closing. The deal count is hyperlinked to summon the deal list.
  • Focus on high-value deals: This improvement recommendation suggests which deals to focus on, including high-value deals or low-value deals, based on the win rate for each type of deal. It also mentions the number of such deals available in the pipeline and lists them via a link.
  • Improve closing rate: This improvement is suggested if the user needs to improve their closing rate, along with the percentage by which it needs to increase.
  • Kick out the stalled deals: If a high number of deals in the pipeline have a low chance of being won, they will be mentioned here. Users can click on the deal count to see a list of such deals.

Role Performance page
Users can access the role performance report via the Roles Performance page by clicking on a particular role in the hierarchical view of the Target Achievement Report page.

The Roles Performance page also features sections that show reasons for achievement gaps and improvements (different than those suggested in the User Performance page). Admins can thereby analyze the performance of particular roles and their direct subordinates.

Here are examples of reasons for achievement gaps and improvement suggestions:

Reasons for achievement gaps
  • Users recently switched roles: Users who have switched roles are cited here as a potential reason for a performance gap, along with the count of such users and the percentage of the target deal value that they owned. Clicking on the count of users summons a list of users who have switched roles.
  • Mismatch found in the split and target: In case there is a delay in the allocation of values in the target, it will be mentioned as the percentage of the value in the target that is mismatched.
  • Low user performance: The number of users who closed less than 20% of their targets is cited here. The list of users is linked with the provided count.
  • Overrated targets: If users' targets are overrated, this reason will appear, along with the percentage of how overly rated the targets are.

Improvements
  • Identify users who have a low follow-up rate: Users who have contributed to a decline in customer happiness are referenced here, along with a list linked to the user count.
  • Right deals to the right person: If a certain user has a high win rate of 76% on high-value deals and 60% on low-value deals, the system will suggest assigning high-value deals to that user to get better results.
  • Reassignment yields better results: If two users have some stagnant and untouched deals, the system will suggest that those deals be reassigned to help closure.
  • Target correction: If five users have overrated targets and three users have low-rated targets compared to the individual's average performance, the system will suggest reassigning targets based on performance.

Notes:
  • The charts on the User and Role Performance pages are available only for completed and current forecasts only.
  • The Current Deals by Stages chart is available only for the Current forecast.
  • The Achievement Comparison chart is only available if there is data from previous forecast periods.
  • Improvements and reasons for performance gaps are updated once per week


    Access your files securely from anywhere







                        Zoho Developer Community





                                              Use cases

                                              Make the most of Zoho Desk with the use cases.

                                               
                                                

                                              eBooks

                                              Download free eBooks and access a range of topics to get deeper insight on successfully using Zoho Desk.

                                               
                                                

                                              Videos

                                              Watch comprehensive videos on features and other important topics that will help you master Zoho Desk.

                                               
                                                

                                              Webinar

                                              Sign up for our webinars and learn the Zoho Desk basics, from customization to automation and more

                                               
                                                
                                              • Desk Community Learning Series


                                              • Meetups


                                              • Ask the Experts


                                              • Kbase


                                              • Resources


                                              • Glossary


                                              • Desk Marketplace


                                              • MVP Corner




                                                        Manage your brands on social media



                                                              Zoho TeamInbox Resources



                                                                  Zoho CRM Plus Resources

                                                                    Zoho Books Resources


                                                                      Zoho Subscriptions Resources

                                                                        Zoho Projects Resources


                                                                          Zoho Sprints Resources


                                                                            Qntrl Resources


                                                                              Zoho Creator Resources



                                                                                  Zoho CRM Resources

                                                                                  • CRM Community Learning Series

                                                                                    CRM Community Learning Series


                                                                                  • Kaizen

                                                                                    Kaizen

                                                                                  • Functions

                                                                                    Functions

                                                                                  • Meetups

                                                                                    Meetups

                                                                                  • Kbase

                                                                                    Kbase

                                                                                  • Resources

                                                                                    Resources

                                                                                  • Digest

                                                                                    Digest

                                                                                  • CRM Marketplace

                                                                                    CRM Marketplace

                                                                                  • MVP Corner

                                                                                    MVP Corner







                                                                                      Design. Discuss. Deliver.

                                                                                      Create visually engaging stories with Zoho Show.

                                                                                      Get Started Now


                                                                                        Zoho Show Resources


                                                                                          Zoho Writer Writer

                                                                                          Get Started. Write Away!

                                                                                          Writer is a powerful online word processor, designed for collaborative work.

                                                                                            Zoho CRM コンテンツ








                                                                                              Nederlandse Hulpbronnen


                                                                                                  ご検討中の方




                                                                                                        • Recent Topics

                                                                                                        • Sortie de Zoho TABLE ??

                                                                                                          Bonjour, Depuis bientôt 2 ans l'application zoho table est sortie en dehors de l'UE ? Depuis un an elle est annoncée en Europe Mais en vrai, c'est pour quand exactement ??
                                                                                                        • Create PDFs with Text so that we can copy from a generated PDF

                                                                                                          Currently, any information that a user enters into a field cannot be highlighted and copied from the PDF that Zoho Sign renders. For example, if someone were to provide a phone number in a Zoho Sign text field, you would not be able to copy the phone
                                                                                                        • Multi-Select lookup field has reached its maximum??

                                                                                                          Hi there, I want to create a multi-select lookup field in a module but I can't select the model I want the relationship to be with from the list. From the help page on this I see that you can only create a max of 2 relationships per module? Is that true?
                                                                                                        • Sync failed: Invalid Date value

                                                                                                          Hi, I have a local .sqlite database. After importing one table through the Databridge, and produced my dashboards, I cannot sync. I get an error regarding the date column: [Line: 2 Field: 4] (2018-07-12) -ERROR: Invalid Date value The data found at the
                                                                                                        • Condolences and Prayers Following the Ahmedabad Plane Crash

                                                                                                          Dear Zoho Team, We were heartbroken to learn about the tragic plane crash that occurred today in Ahmedabad, as reported in the news. On behalf of our entire team, we want to extend our deepest condolences to everyone at Zoho and across India who may have
                                                                                                        • Zoho Payroll US?

                                                                                                          Good morning, just reaching out today to see if there's any timeline, or if there's progress being made to bring Zoho Payroll out to be available to all states within the USA. Currently we're going through testing with zoho, and are having issues when
                                                                                                        • Parent-Child Tickets using API or Deluge

                                                                                                          Hi Everyone, We are looking at the parent-child ticketing features in Zoho Desk. We want to be able to create a parent ticket at customer level and nest child tickets underneath. The issue we are facing is to be able to automate this. I'm checking the
                                                                                                        • Zoho Developer Community Monthly Digest – May 2025

                                                                                                          Hello everyone, Welcome to this month’s Zoho Developer Community Digest! From fresh product insights to hands-on tech sessions and standout community threads, there's plenty here to keep your ideas flowing and your skills sharp. Be sure to explore our
                                                                                                        • hide resolution from help centre

                                                                                                          to my surprise, i just found out that the resolution text is public in the helpcenter, even if 'notify customer' is off. is there a workaround to that? how do others deal with this? How zoho support does this and I don't think its used by Zoho in the first place. the resolution is meant to be private, not public
                                                                                                        • Posibility to add Emoticons on the Email Subject of Templates

                                                                                                          Hi I´ve tried to add Emoticons on the Subject line of Email templates, the emoticon image does show up before saving the template or if I add the Emoticon while sending an Individual email and placing it manually on the subject line. Emoticons also show
                                                                                                        • Timesheet in project not visible to invited users.

                                                                                                          We are using Zoho Projects and have enabled the client portal so our clients can access both Projects and Timesheets. However, while the client can see the project, no timesheet entries are visible. How can we resolve this issue?
                                                                                                        • Unveiling Cadences: Redefining CRM interactions with automated sequential follow-ups

                                                                                                          Last modified on 01/04/2024: Cadences is now available for all Zoho CRM users in all data centres (DCs). Note that it was previously an early access feature, available only upon request, and was also known as Cadences Studio. As of April 1, 2024, it's
                                                                                                        • CRM: related table using module queries, are links possible?

                                                                                                          Hello. I was exploring the possibility of using a module query to get a filtered related list. For example, I'm using a Canvas custom details page and if an account has an open deal I'd like it to appear at the very beginning of the account page, with
                                                                                                        • not able to access Zoho from home WIFI

                                                                                                          for some reasone i am not able to access Zoho on my laptop or my iphone while i am connected to my home Wifi, i am able to access these sites both on laptop as well as Iphone and associated apps on any other Wifi as well as when I am on my 4G connection
                                                                                                        • Zoho Creator Migration

                                                                                                          After migrating our account from the Indian data center to the US data center, we are unable to log in to Zoho Creator using our existing credentials. We attempted to sign in at https://home.zoho.com and directly at https://creator.zoho.com using the
                                                                                                        • Scheduled outbound calls

                                                                                                          How do you mark a scheduled outbound call as complete? I see no way to change the status.
                                                                                                        • How to see exact clicked links in CRM from Zoho Campaigns ?

                                                                                                          Hi, I'm wondering how I can see the clicked links from an email sent from Campaigns when I'm in a campaign in the CRM module. I can see the number of clicks but I need the sales team to be able to see which link has been clicked by a prospect or contact.
                                                                                                        • Blueprint - Mandatory file upload field

                                                                                                          Hi, File upload (as we as image upload) field cannot be set as mandatory during a blueprint transition. Is there a workaround? Setting attachments as mandatory doesn't solve this need as we have no control over which attachments are added, nor can we
                                                                                                        • Email parser rule will only parse emails with an exact match? What madness is this?

                                                                                                          I finally got myhead around deluge and scripting, but wondered why my parser wasn't working. (https://help.zoho.com/portal/en/community/topic/extract-11-digit-number-in-any-position-from-enail-subject) Problem: There are *zero* characters or phrases that
                                                                                                        • How to add a fee based on payment method

                                                                                                          I currently accept both ACH payments and credit card. I want to add a 3% fee to a number of my subscription plans if the customer chooses to use a credit card (and not ACH/checking). How do I do this? Is there an in-built feature, or would i have to create
                                                                                                        • Condolences and Prayers Following the Ahmedabad Plane Crash

                                                                                                          Dear Zoho Team, We were heartbroken to learn about the tragic plane crash that occurred today in Ahmedabad, as reported in the news. On behalf of our entire team, we want to extend our deepest condolences to everyone at Zoho and across India who may have
                                                                                                        • Drag-and-Drop Customization Interface for Help Center in Zoho Desk

                                                                                                          Hi Zoho Desk Team, We hope you're doing well. We’d like to submit a feature request regarding the customization of the Help Center in Zoho Desk. 🔧 Current Limitation: At present, Help Center customization options are quite limited through the Zoho Desk
                                                                                                        • Share saved filters between others

                                                                                                          Hi, I am in charge to setup all zoho system in our company. I am preparing saved filters for everybody, but the only one can see its me. How can others see it? Thanks
                                                                                                        • Introducing Screen Share with Audio

                                                                                                          Share your entire screen or just the chrome tab with audio for more engaging presentations. Your audience will hear sound just like you do, whether it's a video, demo or any other content. This is ideal for training sessions, team meetings, and client
                                                                                                        • CRM Analytics - Elegant Comparator

                                                                                                          Anyone noticed a wierd thing on the Elegant Comparator on CRM... Compare Among - Time Period - Last 6 Weeks... only 5 weeks show Compare Among - Time Period - Last 5 Weeks... only 4 weeks show Compare Among - Time Period - Last 4 Weeks... only 3 weeks
                                                                                                        • Customer Parent Account or Sub-Customer Account

                                                                                                          Some of clients as they have 50 to 300 branches, they required separate account statement with outlet name and number; which means we have to open new account for each branch individually. However, the main issue is that, when they make a payment, they
                                                                                                        • Multiple Selection/Select All for Approvals

                                                                                                          I have a suggestion from users regarding Approvals. In our environment, our Regional Managers can receive multiple requests for Approval or Rejection. They find it tedious to approve (or reject) each individual record. They would like to have a way to
                                                                                                        • Multiple locations but one parent company

                                                                                                          I am trying to configure my accounts that have multiple locations under one parent company to show separate locations in the portal.   
                                                                                                        • The Social Wall: May 2025

                                                                                                          Hey everyone, We're excited to share some powerful updates for the month of May! Let's take a look! Reply to your Instagram and Facebook comments privately through direct messages Are you tired of cluttered comment threads or exposing customer queries
                                                                                                        • Copy Templetes from one module to another in Zoho Books.

                                                                                                          Hello, I have created a Custom Module in Books for GST Invoice. I can see only 1 Invoice Templete over there. Can we clone or copy Invoices Templetes from Sales Module of Books into Customer Module.
                                                                                                        • Enhancements in Bookings browser extension

                                                                                                          Greetings from Zoho Bookings! We're here with another update to make your scheduling even quicker. We have enhanced our browser extension with three significant features: Copy slots to email Gmail integration LinkedIn integration Copy slots to email This
                                                                                                        • Some notes are shown as Not Synced

                                                                                                          I'm not sure why this happens but it's a weird little bug I noticed. I have two notes I believe that has that weird icon shown in the screenshot that shows that it's not synced even though the notes do sync properly. Manual syncing doesn't remove the
                                                                                                        • Power of Automation :: Auto-Color Tasks in Gantt chart based on values in Picklist field.

                                                                                                          Hello Everyone, A Custom function is a user-written set of code to achieve a specific requirement. Set the required conditions needed as when to trigger using the Workflow rules (be it Tasks / Project) and associate the custom function to it. Requirement:-
                                                                                                        • is it possible to add more than one Whatsapp Phone Number to be integrated to Zoho CRM?

                                                                                                          so I have successfully added one Whatsapp number like this from this User Interface it seems I can't add a new Whatsapp Number. I need to add a new Whatsapp Number so I can control the lead assignment if a chat sent to Whatsapp Phone Number 1 then assign
                                                                                                        • Experience effortless record management in CRM For Everyone with the all-new Grid View!

                                                                                                          Hello Everyone, Hope you are well! As part of our ongoing series of feature announcements for Zoho CRM For Everyone, we’re excited to bring you another type of module view : Grid View. In addition to Kanban view, List view, Canvas view, Chart view and
                                                                                                        • Recurring Events Not Appearing in "My Events" and therefore not syncing with Google Apps

                                                                                                          We use the Google Sync functionality for our events, and it appears to have been working fine except: I've created a set of recurring events that I noticed were missing from my Google Apps calendar. Upon further research, it appears this is occurring
                                                                                                        • Zoho CRM record in blueprint unable to initiate any form of approval process

                                                                                                          My business case As a penetration testing company, we have engagements that need to follow a set path, from “to be scheduled” to “assigned to tester” to “regulatory documents sent” to “testing in progress” to “report delivered”. On this path, a particular
                                                                                                        • HOW TO VIEW INDIVIDUAL COST OF NEWLY PURCHASED GOODS AFTER ALLOCATING LANDED COSTS

                                                                                                          Hello, I have been able to allocate landed costs to the purchase cost of the new products. however, what i need to see now is the actual cost price (original cost plus landed cost), of only my newly purchased products to enable me set a selling price
                                                                                                        • Edit Project Number?

                                                                                                          Hi all: We just signed up for a trial of zoho one, which includes ZoHo Projects. We've noticed there was a 'dummy project' preloaded in projects to help familiarize yourself with the software. We've created a couple of our own projects now but noticed since the dummy project was preloaded, our projects start with number 2 then 3, sequentially. Since it seems we will be keeping zoho past the trial, If we delete the dummy project, how do we get our own projects renumbered, beginning with 1? We'd like
                                                                                                        • Zoho RPA is now available in your Zoho One bundle!

                                                                                                          Hello All! Of late, it's been quite a stint of new app integrations in Zoho One. This announcement pertains to the addition of another Zoho application, the most sought-after Zoho RPA - Robotic Process Automation, to the bundle. What is Zoho RPA? Zoho
                                                                                                        • Next Page