Revamped forecasting in Zoho CRM
Forecasting is an important part of a business's strategy to help set meaningful targets, optimize their sales strategies to help users achieve said target and drive revenue for the business.
With this in mind, we've brought a number of different enhancements to Zoho CRM's forecasting capabilities to help businesses understand their pipeline better, make accurate forecasts, set realistic targets, and help sales teams achieve them. Earlier in December, we briefed about these enhancements in forecasts in our Winter '21 announcement. We are thrilled to talk about these changes in detail here.
Create multiple and condition based forecasts across different periods
Businesses were limited to just a single forecast that encompasses all deals, but now you can create multiple forecasts, which can include all your deals or deals that match specified conditions, with a greater control of the forecast periods.
Forecasts can be created for all the available hierarchy:
- Role/Reporting to
- Territory
Forecasts can be created monthly or quarterly for the following forecast periods.
- Current - 4 Quarters / 12 months of current fiscal year
- Future - 4 Quarters / 12 months of the next fiscal year
- Completed - The previous 2 fiscal years
Forecast types
Two forecasts types can be created which are based around the attribute that is used to set targets for your users:
- Deal Revenue based forecasts - These are forecasts where the targets are based on currency fields like deal amount, expected revenue or other custom currency fields defined the deals module
- Deal Quantity based forecasts - These are forecasts where the targets are based on system defined fields like "count of deals" and other custom number fields
Introducing Best Case and Committed deals under "Forecast Category"
In the current forecasting, deals only had three forecast categories that were associated with them.
- Closed won - Deal was marked "Won"
- Closed lost - Deal was marked "omitted"
- Open - Deal was marked "Pipeline"
Now open deals can be tagged with new options under the forecast category:
- Best case - Open deals that have a high chance of being won
- Committed - Open deals that sales reps commit to winning
Instead of generalising all open deals as pipeline deals, this split gives a better picture as to where a particular sales rep stands in terms of the deals in their pipeline. This allows the administrator to make a more informed decision when setting targets for a particular user.
Sales reps also have the option to update the forecast category in a specific deal manually, to the appropriate option when the situation calls for it. The deal amount will then be updated in your forecast during its next sync
Transparent split of deals in your pipeline for optimal targets
When setting targets for your users, a popup with your pipeline data shows the split of deals to give you a better picture of where each user stands in-terms of sales numbers.
The deals are split into open and closed won deals, with the open deals being further split into best cases, committed and pipeline deals.
Zia offers target suggestions and predicts target achievement
When creating forecasts, there are two choices. They can be built from the ground up as a completely new forecast, or they can be linked and created from an existing forecast.
When creating a continuous forecast, Zia will calculate and suggest targets based on the historical data of your selected forecasts. This will be available in the forecast create page when setting targets.
The historical and current deal closure pattern of users will be analysed as well to give you the predicted target achievement for the users. Achievement predictions will be available in the target achievement report.
Compare your performance across different forecast periods
All your created forecasts will be available in a list view under the forecast module. You can now drill down into a particular forecast and compare how your business performance fared across the years.
Depending on the duration selected in the filter, the following data will be consolidated and shown at the top :
- Total target
- Achievement
- Gap
Under the consolidated data, the forecast data for each quarter/month for the selected duration will be listed for a bird's eye view analysis. You can then drill down further to analyse the performance of individual users or roles if required.
Archived Forecast
The purpose of having forecasts is to keep track of the company's performance on various levels of the organization. Thus far, the forecast list view page shows data only for the completed two years, the current year, and one future year. So, as your business continues, you would be losing forecast records beyond two previous years. This clearly beats the purpose of having forecasts as the past data might still be significantly important. Hence, we have introduced archived forecasts as our latest enhancement.
- The forecast list view displays up to 2 completed years' data. Now, the forecasts created beyond these two years will be archived automatically.
For example, suppose the current forecast is for Q3 2021. The list view has records for completed forecasts since Q1 2019. The forecasts before Q1 2019 would be archived. - If a forecast configuration is edited, the current and future forecasts based on old configuration will be deleted while the completed forecasts will be archived.
For the above example of point 1, if you edit the hierarchy or any other configuration, the completed forecasts will be archived, and the current forecast for Q3 2021 will be deleted along with any future forecasts created.
When will forecasts be archived?
- Completed forecasts over two years from the current year will be archived. For example, if the current year is 2022, forecasts of 2021, and 2019 will be available on the forecast list view page. Forecasts older than 2019 will be archived.
- Forecasts will be archived automatically upon editing forecast configuration- changing either the hierarchy or forecast type.
For example if the Hierarchy is Reporting To, and its changed to Territory, or edit the forecast type, the existing forecasts would be archived. - Forecast will be archived if the hierarchy preferences are modified in Company Details.
In the archived forecast page, the forecasts are listed in chronological order. You can also filter them based on Hierarchy, Forecast Type, and Time.
Notes
- The archived forecasts cannot be edited, they are just for viewing purposes. Users can delete a forecast.
- Up to 5 years of forecasts records would be available as archive.
- Changing when the Fiscal Year of your org begins, say changing it from January to April, will delete all the existing forecasts as well as the archived forecasts.
Empowering forecast managers
Forecast managers can now build their own forecasts and assign targets to their role, their own target, their peers and sub roles & users. Individual teams can have their own distinct forecasts and targets which can be focused on. These forecasts will be visible for the Admin, CEO and the forecast manager of a higher role who can monitor these forecasts and update them when needed.
If a forecast manager's target has been modified by the CEO, admin or a forecast manager from a higher role, the modified target is locked and cannot be changed by the forecast manager.
That's all about the enhancements. For more details check out our help page Creating and Working with Forecasts.
We have opened this new forecast for all users subscribed to the paid editions of Zoho CRM, in all DCs. For users who are currently using the old forecasts, they will have the option to switch to new forecast till June end. Post which, it will be mandatory to switch to the new forecasts to access the forecast module.
Looking forward to hearing from you.
Access your files securely from anywhere
New to Zoho Recruit?
Zoho Developer Community
New to Zoho LandingPage?
Zoho LandingPage Resources
New to Zoho Survey?
New to Zoho CRM Plus?
Deliver unforgettable customer experiences
New to Zoho CRM Plus?
Deliver unforgettable customer experiences
New to Zoho Marketing Plus?
Everything you need to run your marketing
New to Zoho Marketing Plus?
Everything you need to run your marketing
New to Bigin?
Topic Participants
Nizamuddin Sohel SK
gavinpereira
Ishwarya SG
Jackie Koehler
Sunderjan Siddharth
Sticky Posts
Good news! Calendar in Zoho CRM gets a face lift
Dear Customers, We are delighted to unveil the revamped calendar UI in Zoho CRM. With a complete visual overhaul aligned with CRM for Everyone, the calendar now offers a more intuitive and flexible scheduling experience. What’s new? Distinguish activitiesVoC in Zoho CRM is now data savvy: Explore response drilldown, summary components and participation in CRM criteria
VoC has all the goods when it comes to customer intelligence—which is why we're constantly enhancing it. We recently added the following: A customer drilldown component that shows you the list of prospects and customers behind a chart's attribute ExpandedWrapping up 2025 on a high note: CRM Release Highlights of the year
Dear Customers, 2025 was an eventful year for us at Zoho CRM. We’ve had releases of all sizes and impact, and we are excited to look back, break it down, and rediscover them with you! Before we rewind—we’d like to take a minute and sincerely thank youPresenting ABM for Zoho CRM: Expand and retain your customers with precision
Picture this scenario: You're a growing SaaS company ready to launch a powerful business suite, and are looking to gain traction and momentum. But as a business with a tight budget, you know acquiring new customers is slow, expensive, and often deliversCreate and populate a record in an instant: Introducing zero-shot field prompting to Zia's ICR
A couple of months ago, we upgraded our in-house AI image detection and validation tool, Zia Vision, with intelligent character recognition (ICR). By training Zia with sample images, you could create and enrich CRM records with data extracted from standard
New to Zoho TeamInbox?
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
Design. Discuss. Deliver.
Zoho Show Resources
Get Started. Write Away!
Writer is a powerful online word processor, designed for collaborative work.
Zoho CRM コンテンツ
-
オンラインヘルプ
-
Webセミナー
-
機能活用動画
-
よくある質問
-
Ebook
-
-
Zoho Campaigns
- Zoho サービスのWebセミナー
その他のサービス コンテンツ
Nederlandse Hulpbronnen
ご検討中の方
Recent Topics
Add Lookup Field in Tasks Module
Hello, I have a need to add a Lookup field in addition to the ones that are already there in the Tasks module. I've seen this thread and so understand that the reason lookup fields may not be part of it is that there are already links to the tables (Create New Tasks Layout in CRM
I am able to do this in Leads, Contacts, Meetings, Calls - every other module, but cannot create a new layout in tasks. I have the appropriate access but it's simply not appearing as an option. Only "Standard" option shows. Please help!Using IMAP configuration for shared email inboxes
Our customer service team utilizes shared email boxes to allow multiple people to view and handle incoming customer requests. For example, the customer sends an email to info@xxxx.com and multiple people can view it and handle the request. How can I configureAuto-sync field of lookup value
This feature has been requested many times in the discussion Field of Lookup Announcement and this post aims to track it separately. At the moment the value of a 'field of lookup' is a snapshot but once the parent lookup field is updated the values diverge.Zoho Recruit Subscription
Hello Zoho Recruit Team, Good day! I would like to inquire about your recruitment subscription plans and would also like to verify the current subscription our company is enrolled in under Zoho Recruit. Thank you, and I look forward to your response.Is it possible to create a meeting in Zoho Crm which automatically creates a Google Meet link?
We are using Google's own "Zoho CRM for Google" integration and also Zoho's "Google Apps Sync" tools, but none of them provide us with the ability to create a meeting in Zoho CRM that then adds a Google Meet link into the meeting. Is this something thatAutomatic Portal invite
We have numerous customers we move through a blueprint in deals, when they get to a certain point we need to give them portal access, how can this be done through deluge or a workflow? Latest Update (December 2025): The option to automate portal invitationsMarketer's Space: Why mobile optimization deserves a place in your email strategy
Hello Marketers, Welcome back to Marketer's Space! Today, we'll talk about the importance of creating mobile-friendly email designs. While mobile phones were once used only to make phone calls, today they're used for almost everything, including texting,Enhancements in Canvas
Dear All, Greetings! Canvas lets you design the record details page to suit your brand or business preferences. We are glad to introduce the following enhancements to uplift your design experience. Reusable Components Style Presets Let's go! ReusableIntroducing Dark Mode / Light Mode : A New Look For Your CRM
Hello Users, We are excited to announce a highly anticipated feature - the launch of Day, Night and Auto Mode implementation in Zoho CRM's NextGen user interface! This feature is designed to provide a visually appealing and comfortable experience forABN with Legal Entity Name
Hi, How can I execute this? The ABN number is entered in Accounts Module and ideally, it should display or suggest the correct Legal Entity Name based on the ABN lookup. ex. Account Name: JPG Resources ABN Number: 65 067 761 871 Legal Entity Name: (autoIssue: Ticket Export Does Not Include Ticket Threads
Dear Zoho Desk Support Team, I hope you’re doing well. I wanted to bring to your attention that the current ticket export feature in Zoho Desk does not seem to include the ticket threads or conversation history. When exporting tickets, only the summaryPushover Notification Module
Hello, it would be good if there would be a "Pushover" (https://pushover.net/) module besides the standard SMS module. Pushover is now very well known, especially in IT, and is becoming more and more popular. The biggest advantage are the customizableForward - no Ticket Number
Hello, when I send an email to Zoho Desk via Reply or Reply All, the ticket number is in the subject line. But if I use forward then not. Is there an option to change this? We often forward e-mails and a reply to this will of course create a new ticketCheckout: Adding Images
Hello everyone, I’m trying to add a small GoGreen logo in the shipping section of the checkout to promote our sustainable shipping. While I can insert text without any issues, it seems that adding images is not supported in this area. Is there currently[solved] #original_sender trick not working for us
Hello community ! We really like DESK.. it's working like a charm for us but I have a request. Some users are sending emails personnaly to me (instead of using the support adress).. and I saw there was a possibilty to use : #original_sender {mail@mail.com}SalesIQ Chat Notifications
I am the admin of our salesIQ implementation. About two weeks ago, I started hearing/seeing notification for ALL chats messages from monitored agents/chat participants. I don't need to see these, we have a manager who deals with this. I can't stop theCorrelated subqueries not supported in Zoho Analytics. This creates huge limitations
Running into a major limitation in Zoho Analytics: correlated subqueries simply don’t work, even in completely standard SQL patterns inside a JOIN. Example: LEFT JOIN "Bills" b ON d."Id" = b."Deal ID" AND EXISTS ( SELECT 1 FROM "BillBatch Emails in CRM Plus without using a template?
Hi guys. Is it possible to send the same email to multiple people at the same time within CRM Plus without using an email template? At the moment we create a custom view in Contacts to display the people that we need. We then click the boxes on the left, and click 'Send Mail', but always need to select a template. Sometimes its better to write a quick one off message, without needing to set up a template first. Thanks.bank charge
a charge to my account was made that I did not authorize, of $16.46, for something that looks like "computer maintenance or something to that matter". please refund.[Free Webinar] Product Updates: Quick Catch-Up Session - Part II - Creator Tech Connect
Hello Everyone! We welcome you all to the upcoming free webinar on the Creator Tech Connect Series. The Creator Tech Connect series is a free monthly webinar featuring deep-dive technical sessions designed for developers, administrators, and app builders.Introducing Liquid Glass UI on the Zoho Mail iOS app
Hello everyone! We're excited to announce that the Zoho Mail app is now fully optimised for iOS 26's Liquid Glass design on both iPhone and iPad! The updated interface features transparent layers, smooth animations, and refined visual elements that enhancePlan change from Zoho One to Zoho Workplace
Hello Zoho, Following the recent pricing update for Zoho One, we are interested in transitioning to Zoho Workplace products. Please inform us about the necessary steps for this process so we can proceed promptly. Kind regards,Links in Instagram
Hi there, I have been using Later for a while now but keen to come back to Zoho Social as Later doesn't offer tagging of pages on Facebook but they offer something Zoho doesn't. You can add a link to your bio which opens up your profile feed where imagesSpotlight #7 - Automatic Transitions in Blueprint
Previously, records could not be moved from one state to another without user intervention. With automatic transitions, move records from one state to another automatically, when it elapses its pre-defined time. This Spotlight discusses how automaticSub Folders
It would be great if there could be sub-folders in reports. We have a ton of individual reports and folders that would be easier to navigate this wayZoho CRM Community Digest - November 2025 | Part 2
Hello Everyone! Second half of November brought several exciting updates, especially around Zia, making AI assistance smarter, faster, and more context-aware. We also feature engaging community snippets highlighting members who went the extra mile toZoho CRM - Writing Assistant Tone
Hi Zoho CRM Team, Text in my emails often gets underlined in yellow because I tend to use a more informal tone with my client's, like using "I'm" instead of "I am". Is there some way for me to tell the system that this is my preferred writing tone, soHide Contact Number for Field Users & Agents
Is it possible to hide the contact number in both the Service Appointment and Work Order modules for field users and agents? The agents are using the Zoho FSM mobile app, and we want to restrict them from viewing the contact number.Form Submission Emails
Is there a current delay with submission emails being sent? We've had 10-20 forms completed today but only a handful of emails.Subform edits don't appear in parent record timeline?
Is it possible to have subform edits (like add row/delete row) appear in the Timeline for parent records? A user can edit a record, only edit the subform, and it doesn't appear in the timeline. Is there a workaround or way that we can show when a user【Zoho CRM for Everyone】設定画面のアップデート
ユーザーの皆さま、こんにちは。コミュニティチームの藤澤です。 今回は「Zoho CRM アップデート情報」の中から、Zoho CRM for Everyone の設定画面のアップデート情報をご紹介します。 目次 設定ホーム画面の追加 設定画面での検索結果の表示形式の変更 設定画面でのよく使用する機能の表示 設定メニューの展開/折りたたみ状態の保持 1. 設定ホーム画面の追加 ホーム画面の設定項目は、直感的に分類できるように"カテゴリごと"で分けられています。 このような一元化された表示により、各ツールが1つの画面に集約され、必要な機能をより簡単に見つけられるようになりました。What's New - November 2025 | Zoho Backstage
A new month, a new set of updates. With a mix of new features and thoughtful improvements, you get smoother workflows and better control across registrations, exhibitors, and communications. Let's take a look at what's new and enhanced in Zoho BackstageZoho Checkout - Duplicate Customer record created for each payment received
Hi All. We are using Zoho Checkout to capture online payments for a club membership form (in Zoho Forms). We've noticed that each new payment seems to create a new customer record, regardless of whether the customer already exists in the Zoho FinanceTemplates for Zoho Desk - Knowledge Base
We are looking at migrating our Knowledge base into Zoho Desk. Is there a way of creating templates for article in Knowledge base. We want to be able to set templates for certain types of content. Is this possibleImport KB template OR Export template for zoho desk?
Greetings. Can you tell me if there is a way to get an EXPORT of my KB articles? OR is there a template you supply for importing KB articles into my zoho desk? I am looking for a method of understanding what fields can be imported, and what their possibleWhat KPIs Do You Use to Measure Your Support Team’s Performance in Zoho Desk?
Hi everyone, We hope you’re all doing well. We are trying to improve how we measure the performance and effectiveness of our support department, and we would really appreciate learning from the community. We assume there are several common and widely-usedBackorder quantity change
New Purchase Order × Almost there, but... Quantity of items in this purchase order is greater than the quantity that can be backordered from that sales order. Why can't I change the quantity of a backorder purchase? It looks like a normal order form and I would like to use it as one because I increased the amount and added some items.How to Associate multiple contacts with deal in Sales Inbox
Hello, I have many deals that have multiple potential customers associated with a single deal, for example an engineer and a manager. The manager is the Deal's primary contact in CRM and the Engineer is added to the deal in the "Contact Roles" Associated"code": "500","description": "Account not exists", mail api
I have been through all the steps and have a functioning Oath access_token etc etc... I then GET https://mail.zoho.com/api/organization And get my zoid then GET http://mail.zoho.com/api/organization/<hidden>/accounts and get the account details, whichNext Page