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


      • Recent Topics

      • How can I see content of system generated mails from zBooks?

        System generated mails for offers or invices appear in the mail tab of the designated customer. How can I view the content? It also doesn't appear in zMail sent folder.

      • New in Cadences: WhatsApp follow-ups, upgraded limits, and options for add-ons

        Hello everyone, We're rolling out two key updates to help you engage better and scale smarter with Cadences in Zoho CRM. Reach customers on WhatsApp, directly from Cadences Previously, Cadences have enabled you to automate follow-ups through emails, calls,

      • Filtering Tickets based on Email headers

        We're starting to get a lot more junk coming into our Zoho Desk, which is then triggering unnecessary email alerts to agents. Once thing we could do to cut this junk in half, is to filter tickets based on email headers. Any email containing the `List-Unsubscribe`

      • CRM Blueprint Notification by Cliq

        Dear Zoho team, In Workflow, there is nofication by cliq, but in blueprint, there is no option as cliq notification. I think it is very convenient to get notified by Cliq , as there are multi modules in apps, but we will always check Cliqs

      • Zoho People Attendance Regularization – Wrong Total Hours Displayed

        While using Zoho People, I observed that the attendance regularization is showing wrong total hours when applied to past dates. For example, if a check-in is added at 10:00 AM and check-out at 6:00 PM for a previous date, the system sometimes calculates

      • Live webinar: Craft the ideal sales pitch deck with Show

        Every great sale starts with a great story. And your pitch deck? That’s where the story takes shape. But too often, these presentations end up looking generic, overloaded with text, or lacking structure. The good news is, it's easier to fix than you think!

      • 👋 Welcome to the Zoho MCP Community

        Hello all, glad to have you here! This is your space for everything AI agents, MCP tools, and intelligent business apps. This community is for you — developers, partners, creators, and businesses exploring how agents can transform work. Whether you’re

      • Need to extract date from datetime field

        I have a datetime field and need only the date part from it. I am unable to find a built-in function that would be <DateTime>.Date(). I don't think I want to go the string conversion route of converting the datetime to string and then parsing out values and create a date out of it. Any one out there has a better solution to this? Thanks in adavnce. Regards Moiz Tankiwala Smart Training & IT Solutions

      • Issue in Zoho People Regularization – Incorrect Hour Calculation

        I have noticed that when applying attendance regularization in Zoho People for previous dates, the total working hours are not calculated correctly. For example, even if the check-in is 10:00 AM and check-out is 6:00 PM, the system shows an incorrect

      • Why I am unable to configure Zoho Voice with my Zoho CRM account?

        I have installed Zoho Voice in my Zoho CRM, but as per the message there is some config needed in Zoho Voice interface. But when I click on the link given in the above message, I get an access denied page.

      • Issue with Hour Calculation in Zoho People Attendance Module

        I have noticed an issue in the attendance regularization feature of Zoho People. When trying to regularize past dates, the total working hours are not calculated correctly. For example, if I enter a check-in and check-out time for a previous day, the

      • Cliq Meeting Calls No Audio and Screen Share

        When in a Cliq channel meeting, the audio does not work at all on pc. When i use my phone as audio source, screen share on pc does not work. I have updated audio drivers but the strangest thing is that during a 1 on 1 call, it works well. Therefore the

      • Bug in Total Hour Calculation in Regularization for past dates

        There is a bug in Zoho People Regularization For example today is the date is 10 if I choose a previous Date like 9 and add the Check in and Check out time The total hours aren't calculated properly, in the example the check in time is 10:40 AM check

      • Work anniversary and birthdays on connect

        Hello, I like the idea of having employee's work anniversary and birthdays on the dashbaord. Do you have to have the employee complete this information themselves in connect settings, or does it pull from their directory settings? (ie. we use Zoho one

      • Field Dependency Not Working on Detail Page in Zoho Desk

        Hi Support Team, I’ve created field dependencies between two fields in Zoho Desk, and they are working correctly on the Create and Edit layouts. However, on the Detail page, the fields are not displaying according to the dependencies I’ve set — they appear

      • Alias Email Id already exists

        Hi I'm trying to create an alias : contact @ yoavarielevy.co.il but i get the message  Alias Email Id already exists I had an account with the same name but I deleted it. Can you help? Thanx Yoav

      • BANK FEED - MAYBANK , provider from YODLEE IS NOT WORKING

        As per topic, the provider YODLEE is not working for the BANK FEED. It have been reported since 2023 Q3, and second report on 2023 Q4. now almost end of 2024 Q1, and coming to 2024 Q2. Malaysia Bank Maybank is NOT working. can anyone check on this issue?

      • 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

      • Feature Request: Ability to Set a Custom List View as Default for All Users

        Dear Zoho CRM Support Team, We would like to request a new feature in Zoho CRM regarding List Views. Currently, each user has to manually select or favorite a custom list view in order to make it their default. However, as administrators, we would like

      • Adding Multiple Products (Package) to a Quote

        I've searched the forums and found several people asking this question, but never found an answer. Is ti possible to add multiple products to a quote at once, like a package deal? This seems like a very basic function of a CRM that does quotes but I can't

      • Zoho Commerce in multiple languages

        When will you be able to offer Zoho Commerce in more languages? We sell in multiple markets and want to be able to offer a local version of our webshop. What does the roadmap look like?

      • Compensation | Salary Packages - Hourly Wage Needed

        The US Bureau of Labor Statistics says 55.7% of all workers in the US are paid by the hour. I don't know how that compares to the rest of the world, but I would think that this alone would justify the need for having an hourly-based salary package option.

      • Introducing Assemblies and Kits in Zoho Inventory

        Hello customers, We’re excited to share a major revamp to Zoho Inventory that brings both clarity and flexibility to your inventory management experience! Presenting Assemblies and Kits We’re thrilled to introduce Assemblies and Kits, which replaces the

      • How to create auto populate field based on custom module in Zoho CRM?

        Hello, i'm still new to Zoho CRM and work as administrator in my company. Currently, I'm configuring layout for Quotes Module. So, the idea is, I've created a read-only field in Quotes called "Spec". I want this field automatically filled with Specification

      • webinar registration confirmation are landing in SPMA folders

        I am trialing zoho webinar and do not have access to custom domains. When I test user registrations, they are working but the resulting confirmation email is landing in a spam folder. How can I avoid this?

      • Making digital signatures accessible to all: Introducing accessibility controls in Zoho Sign

        Hi there! At Zoho Sign, we are committed to building an inclusive digital experience for all our users. As part of our ongoing efforts to align with Web Content Accessibility Guidelines (WCAG), we’re updating the application with support that will go

      • Improved RingCentral Integration

        We’d like to request an enhancement to the current RingCentral integration with Zoho. RingCentral now automatically generates call transcripts and AI-based call summaries (AI Notes) for each call, which are extremely helpful for support and sales teams.

      • Is there a way to set Document Owner/Sender via the API

        When sending requests for zoho sign, it would seem zoho uses the id of the person that created the zoho api cred to determine the owner_id, is there a way to set a default for this?

      • Transition Criteria Appearing on Blueprint Transitions

        On Monday, Sept. 8th, the Transition criteria started appearing on our Blueprints when users hover over a Transition button. See image. We contacted Zoho support because it's confusing our users (there's really no reason for them to see it), but we haven't

      • Delegates should be able to delete expenses

        I understand the data integrity of this request. It would be nice if there was a toggle switch in the Policy setting that would allow a delegate to delete expenses from their managers account. Some managers here never touch their expense reports, and

      • Add Save button to Expense form

        A save button would be very helpful on the expense form. Currently there is a Save and Close button. When we want to itemize an expense, this option would be very helpful. For example, if we have a hotel expense that also has room service, which is a

      • Multiple organizations under Zoho One

        Hello. I have a long and complicated question. I have a Zoho One account and want to set it up to serve the needs of 6 organizations under the same company. Some of the Zoho One users need to be able to work in more than 1 organization’s CRM and other

      • IMAP Server not responding.

        Trying to connect a phone via IMAP and getting "imap.zoho.com not responding." Is the server down, for maintenance or otherwise? I've tried this on two different devices and got the same error on both.

      • Using Zoho Desk to support ISMS process

        Hi, I am evaluating using Zoho Desk for security incident management. This seems to be aligned with Zoho Desk purpose as its just another type of incident. However in security incident management, ideally I can link incidents (tickets) with a risk from

      • Error AS101 when adding new email alias

        Hi, I am trying to add apple@(mydomain).com The error AS101 is shown while I try to add the alias.

      • Unbundle feature for composite items

        We receive composite items from our vendors and sell them either individually or create other composite items out of them. So, there is a lot of bundling and unbundling involved with our composite items. Previously, this feature was supported in form

      • Regarding the integration of Apollo.io with Zoho crm.

        I have been seeing for the last 3 months that your Apollo.io beta version is available in Zoho Flow, and this application has not gone live yet. We requested this 2 months ago, but you guys said that 'we are working on it,' and when we search on Google

      • Open filtered deals from campaign

        Do you think a feature like this would be feasible? Say you are seeing campaign "XYZ" in CRM. The campaign has a related list of deals. If you want to see the related deals in a deal view, you should navigate to the Deals module, open the campaign filter,

      • How do you print a refund check to customer?

        Maybe this is a dumb question, but how does anyone print a refund check to a customer? We cant find anywhere to either just print a check and pick a customer, or where to do so from a credit note.

      • MTD SA in the UK

        Hello ID 20106048857 The Inland Revenue have confirmed that this tax account is registered as Cash Basis In Settings>Profile I have set ‘Report Basis’ as “Cash" However, I see on Zoho on Settings>Taxes>Income Tax that the ‘Tax Basis’ is marked ‘Accrual'

      • Next Page