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

        • New Menu Layout Feedback

          I'd really like to see the banking item back on the top of the menu. I'm sure part of it is just because that's what I'm accustomed to. However, for a bookkeeping program, I think there's a logic to having banking be on top. Not a giant issue, but something

        • How to use Rollup Summary in a Formula Field?

          I created a Rollup Summary (Decimal) field in my module, and it shows values correctly. When I try to reference it in a Formula Field (e.g. ${Deals.Partners_Requested} - ${Deals.Partners_Paid}), I get the error that the field can’t be found. Is it possible

        • Form Accessibility

          Hi, is there an update on the accessibility standard of Zoho forms? Are the forms WCAG 2.1 AA compliant? 

        • Cannot schedule report delivery

          The only 'send option' available when exporting reports is 'immediately' The option to schedule the report is missing.

        • adding attachment in sendmail script where attachment is in a CRM field

          Hi all, I have a custom field of type 'File Upload' in one of my modules in my CRM. I want to include the file in that field as an attachment to an email - which is done from a button on  the 'Results' module. I have created a script and a button to initiate an email from that module. The Deluge scripting window has allowed me to add arguments for all the fields I need to use except for the one file upload type field. My script currently looks like the below (content of the email omitted). As you

        • [Free Webinar] Learning Table Series - AI-Enhanced Insurance Claim Management in Zoho Creator

          Hello Everyone! We’re excited to invite you to another edition of Learning Table Series, where we showcase how Zoho Creator empowers industries with innovative and automated solutions. Struggling with lengthy claim processes, a lack of visibility into

        • Not sure how to use credits to my account

          Hi I have a $50 credit to my account. I'm just wondering how I can apply that to either a current invoice or to try a new service. Any advice would be great, thanks. Kind Regards Chris

        • Control who sees Timeline and Interactions in Zoho CRM through Profiles

          The feature has been enabled for all DCs (except US, EU, and IN DCs). We will be rolling it out to the other DCs in the upcoming days. Dear All, In a CRM, not all users would require access to the history of a record. For instance, a Marketing Operations

        • Zoho Desk Integration - Add the option to send the estimate from the Zoho Desk Ticket Integration

          Hi, Currently in the Zoho Desk integration, the user is able to create an estimate from a ticket, once the estimate is created the user can see the estimate under the ticket (see screenshot below), but is not able to send that estimate from Zoho Desk.

        • Utilisation de Zoho en conformité avec l’article 286 du Code général des impôts (CGI)

          Cher(e) client(e), Conformément à l’article 286 du Code général des impôts (CGI) impose aux entreprises assujetties à la TVA d’utiliser des systèmes de caisse ou de gestion commerciale certifiés lorsqu’elles enregistrent des ventes à des particuliers.

        • Issue showing too many consultations in my workspace link.

          Hi Team, I’ve set up two Workspaces to track meetings from different sources. So far, this has been working well, and the two Workspaces are differentiated without any issues. However, when I navigate to Consultations and share the link to my personal

        • CRM Validation Rules Support Only Single Condition

          Simply put, CRM validation rules support only a single condition for each field on "All Records". You also cannot specify additional validation rules on the same field because it has already been used in an existing validation rule. The ONLY solution

        • Unapproved Leaves are hard to distinguish in Attendance View

          This is a an unapproved leave request It appears in the Attendance view without any visual indicator if its approved or not For a whole day request this might be manageable but for hourly requests it gets very hard to know which are approved, which are

        • Performance Appraisal Probation Period

          Hello All,  Is there any possible way to create an appraisal cycle for new staff members, at the end of probation period? Many thanks!

        • Zoho Creatorの一括操作における処理の同期/非同期について

          現在、Creatorのレポート機能を利用して、複数のレコードに対して一括で処理を実行しようとしていますが、処理の実行順序について確認したいことがあります。 レポート内の複数レコードに一括で処理を実行した際、処理は同期的に行われるのでしょうか？それとも非同期的に行われるのでしょうか？ 【同期処理の場合】 レコード①に対する処理が開始され、終了後にレコード②に対する処理が開始され、最後にレコード③に対する処理が実行されるように、処理が順番に行われる場合。 【非同期処理の場合】 レコード①、レコード②、レコード③の処理が一斉に開始され、それぞれ並行して処理が行われ、全処理が終了する場合。

        • Mail Delivery Failed

          Good morning,   I have just set up an account with 5 users, however each time a message is sent to 1 user a m'mail delivery failed' message is generated. See below.   Any ideas   Thanks   Rob   This message was created automatically by mail delivery software. A message that you sent could not be delivered to one or more of its recipients. This is a permanent error. The following address(es) failed: robb@thesmartgroup.ae mailbox is full: retry timeout exceeded ------ This is a copy of the message,

        • Delete commerce website

          I need to delete a commerce website, but the only option is to click on settings, REQUEST DELETE, choose an urgency notice, add a message....AND THEN nothing, no way to send the request. Why is nothing simple!?!?!  I just want to delete the store.  The

        • Adding external users to Zoho Social under Zoho ONE licence - how to best achieve this

          My client has a small business, and we are looking to implementing Zoho ONE with a single flexible user licence as that is all they really need and offers the best pricing for the range of modules we eventually wish to set them up with, one of which will

        • Has anyone built a custom AI support agent inside Zoho (SalesIQ/Zobot)?

          Hi all, I’ve been experimenting with building my own AI support assistant and wanted to see if anyone here has tackled something similar within Zoho. Right now, I’ve set up a Retrieval-Augmented Generation (RAG) pipeline outside of Zoho using FAISS. It

        • This mobile number has been marked spam. Please contact support.

          Problem Description: One of our sales agents in our organization is unable to sign in to Zoho Mail. When attempting to log in, the following message appears: This mobile number has been marked as spam. Please contact support at as@zohocorp.com @zohocorp

        • What’s New in Zoho Inventory | April 2025

          Hello users, April has been a big month in Zoho Inventory! We’ve rolled out powerful new features to help you streamline production, optimise stock management, and tailor your workflows. While several updates bring helpful enhancements, three major additions

        • When Zoho Tables Beta will be open to EU data center

          Hello all, We in EU are looking at you all using and testing and are getting jealous :) When we will be able to get into the beta also? We don't mind testing and playing with beta software. Thank you!

        • Pass current date to a field using Zoho Flow

          I am trying to generate an invoice automatically once somebody submits a record in Zoho CRM. I get an error in the invoice date. I have entered {{zoho.currentdate}} in the Date field. When I test the flow, I get "Zoho Books says "Invalid value passed

        • API: Mark Sales Order as Open + Custom Status

          Hi, it's possible to create Custom Status (sub-status actually) states for the Sales Order. So you have Open, Void. Then under Open you can have Open, and create one called Order Paid, Order Shipped, etc etc...which is grouped under Open. I can use the

        • Multi-Unit Inventory with Flexible Unit Selection (Purchase in One Unit, Sell in Another)

          We need multi-unit inventory management in Zoho Books with the flexibility to choose units (e.g., Box or Piece) at the time of purchase or sale. For example, if 1 Box = 10 Pieces, we should be able to record purchases in Boxes but sell either in Boxes

        • Zoho Quartz Screen Recording

          Hello, can we get access to Quartz, please, as a standalone solution? It would be great for creating training videos for current and future staff on how to use Zoho software according to our company requirements. Thank you

        • This domain is not allowed to add in Zoho. Please contact support-as@zohocorp.com for further details

          This is the error i keep getting when trying to use my Zoho Domain Mail. This domain is not allowed to add in Zoho. Please contact support-as@zohocorp.com for further details Find attached. I hope this can be resolved very quickly so i can go on and make

        • Tip 26: How to hide the "Submit" button from a form

          Hi everyone, Hope you're staying safe and working from home. We are, too. By now, we at Zoho are all very much accustomed to the new normal—working remotely. Today, we're back with yet another simple but interesting tip--how to hide the Submit button from your forms. In certain scenarios, you may want to hide the submit button from a form until all the fields are filled in.  Use case In this tip, we'll show you how to hide the Submit button while the user is entering data into the form, and then

        • filter broke my data

          I uploaded a file recently from Sheets and it has top 2 rows frozen, with table headers in second row and each one is filterable. somehow my first 2 columns became unfiltered and no matter what I do I cannot reapply the filter?? also didn't realize they

        • Email address for forwarding is not saving and there's no confirmation ema

          Steps to reproduce: 1. Enter my forward email in the email forward section of the account 2. Click save 3. See a notification stating saved successfully 4. Refresh the page, no forward email is saved 5. No email confirmation received at the forwarding

        • How do I move Notes around within a Group?

          It says here: " You can now sort notes by title (alphabetically), or by date modified and date created. You can even organize your notes by dragging and dropping them into a particular order. To sort your notes, simply go to Settings and tap “Sort By.” Please note: all sort settings will be saved and synced across devices, except for custom sorting. Custom sorting will be device specific."However, I am unable to 'custom sort' in either Notebook for Mac or on the Web. In addition, I can't find the

        • javax.mail.authenticationfailedexception 535 authentication failed

          Hi, I am facing 535 authentication failed error when trying to send email from zoho desktop as well as in webmail. Can you suggest to fix this issue,. Regards, Rekha

        • Pocket from Mozilla is closing shop. Don’t lose your favorites . Move them to Zoho Mail Bookmarks now! 📥🔖

          The end of Pocket shouldn't mean the end of your important links and content. Easily import them into Zoho Mail's Bookmarks and continue right where you left off. You can bring over your entire Saves, Collections, and tags just the way they are. Bookmarks

        • Zoho Sign: need to leave document pending for up to a year, or maybe there's a better way?

          I have zoho one, maybe there's a better way to do this with another service than sending a zoho sign template from zoho crm. At the end of the day this requirement is due to regulations, no matter how dumb it may seem. I'm just looking for a way of getting

        • 'Add Tax To Amount' not reflected in Invoice

          Hi Zoho Support, I'm experiencing an issue with tax calculation display in my invoice template. Despite having "Add tax to amount" box checked in the template settings, the Amount column is not showing the tax-inclusive total for line items. Current behaviour:

        • To Do: shareable task links without login

          Hi! I’m using Zoho Mail and ToDo in my daily work, and I’ve run into one limitation that’s a real blocker for me. Right now, to share tasks with managers or directors, they need to have a Zoho account and be added to a group. In practice, many of them

        • Separate Items & Services

          Hi, please separate items and services into different categories. Thank you

        • Unable to edit or delete email address

          I signed up for free Zoho today. I usually am pretty good at understanding and configuring things like this, but your interface baffles me, and your online help is cryptic to say the least. I have spent hours just trying to set up a couple of email accounts in Zoho before pointing my domain MX records to Zoho. I solved some other issues on my own, but I can't figure out this latest problem: I have created two email addresses in Zoho. Let's call the first one myname@mydomain.com and the second one

        • Mastering Zia Match Scores | Let's Talk Recruit

          Feeling overwhelmed by hundreds of resumes for every job? You’re not alone! Welcome back to Let’s Talk Recruit, where we break down Zoho Recruit’s features and hiring best practices into simple, actionable insights for recruiters. Imagine having an assistant

        • We are unable to process your request now. Please try again after sometime or contact support@zohoaccounts.com

          I cannot sign up and return the error of we are unable to process your request now. Please try again after sometime or contact support@zohoaccounts.com

        • Next Page