Get a realistic picture of your revenue with Forecast Adjustments in Zoho CRM

Get a realistic picture of your revenue with Forecast Adjustments in Zoho CRM

#crm25q1

Dear Customers,
 
We hope you're doing well!
 
Today, we're here with an important enhancement for business decision makers: forecast adjustments. Let's get straight to it!
 
With technology on the rise and CX at its core, businesses are constantly developing plans for the future. However, these plans come with risks and uncertainties, and businesses use forecast reports to gain a foothold on the actual performance and predict their trajectory.
 
In addition to being a guidebook for sales reps to pace their targets, a forecast report details the expected and achieved revenue for the forecast period. While the achieved revenue is an accomplished feat, the open deals showing the probable revenue creates hope and expectations for the decision makers. This optimism can be a problem as the revenue you see from open deals is the total of the deal amount projected, and the likelihood of these deals closing at the same price is extremely low.

  • There can be economic factors and competitor actions that affect margins.
  • The sales representatives' skills for upselling, cross-selling, or negotiating could positively affect the quoted deals.
  • A customer could add or subtract from their BOM and seek additional discounts.
  • Deals quoted in the forecast period may not always close by the end of it.
When a deal doesn't close as projected, it creates  a significant difference in the actual revenue for the forecast period, leaving the decision makers to work with outdated information.

Thus, to help you make informed decisions based on realistic and plausible numbers, we've added the ability to adjust your open deals revenue.
 
Adjusting the revenue means to come up with a realistic number considering all these influencing factors so that the decision makers can have informed expectations.

Adjusting forecast revenue:
Your open deals are a reflection of ongoing performance, and based on their momentum, they are categorized as pipeline, best case, and committed in your forecast report. However, irrespective of these categories, the best people to know and reflect your likely-to-be revenue are your sales rep and their managers.

  • They directly interact with your customers.
  • They know if and when a customer shall close a deal.
  • They negotiate pricing and discounts.
  • They have rich market insights from the field.
  • They can predict shortcomings.
Thus, we have added two types of adjustments for open deals: Owner adjustments and manager adjustments.
 
Owner adjustment lets the owners adjust their open deals' revenue considering the external factors.
Manager adjustment lets managers adjust and/or reevaluate the revenue per their expertise and their assessment on their subordinates' (deal owners') efficiency and strategic skills.

In addition to adjusting the open deals' values, managers can use their judgment to include or exclude a deal's revenue based on its likelihood to converge.
With these new settings, a deal's adjustment and judgment will more accurately reflect revenue and set realistic expectations for decision makers.
 
However, it's important to note that these values are estimated numbers and won't affect the actual value of participating deals. You can:
  • Look at the percentage of adjustments made.
  • Understand why the adjustments were made.
  • View adjustment logs for these values.

There—that's how you can adjust forecast revenue in your report. However, adjusting is not an inherent ability; a forecast manager or the admin has to enable it from the forecast configuration page.
That's all, folks! We hope this enhancement helps your leadership team make more accurate predictions.
 
This is open for customers in AU, CA, SA and UAE DCs. For other DCs, we will open gradually.


Thanks, and have a good one!
 
Kind regards,
Saranya Balasubramanian


Info
Moderation Update:
Forecast adjustments is now opened for users in all DCs.




        • Recent Topics

        • Creating an invoice to be paid in two installments?

          Hi there, I own a small Photographic Services business and have not been able to find a way to fit my billing system into Zoho, or any other Accounting software. The way my payments work is: 1. Customer pays 50% of total price of service to secure their

        • Create Lead Button in Zoho CRM Dashboard

          Right now to create Leads in the CRM our team is going into the Lead module, selecting the "Create Lead" button, then building out the lead. Is there anyway to add the "Create Lead" button or some sort of short cut to the Zoho CRM Dashboard to cut out

        • Bug in allowing the user to buy out of stock items

          Hi i want to allow the user to buy out of stock items, according to the commerce documentation if i disable Restrict "Out of stock" purchases it will, but it doesnt work, so i want to know if it had any relation with zoho inventory, and if theres any

        • First day of trying FSM in the field.

          What we found. 1. with out a network connection we were unable to start a service call? 2. if you go to an appointment and then want to add an asset it does not seem possible. 3. disappointed not to be able to actually take a payment from within the app

        • Zoho CRM Calendar | Custom Buttons

          I'm working with my sales team to make our scheduling process easier for our team. We primary rely on Zoho CRM calendar to organize our events for our sales team. I was wondering if there is a way to add custom button in the Calendar view on events/meeting

        • Replace Lookup fields ID value with their actual name and adding inormation from subforms

          Hi everyone,  I wanted to see if someone smarter than me has managed to find any solutions to two problems we have. I will explain both below.  To start we are syncing data from Zoho CRM to Zoho Analytics and I will use the Sales Order module when giving

        • Can a Zoho Sites page be embedded into another website (outside Zoho)

          Hi All, We have a request from a client - they'd like to take one of our information pages created in Zoho Sites and embed it into their own website? I was told through an email with Zoho that this was possible >>Thank you for your patience regarding

        • Bug in allowing the user to buy out of stock items

          Hi i want to allow the user to buy out of stock items, according to the commerce documentation if i disable Restrict "Out of stock" purchases it will, but it doesnt work, so i want to know if it had any relation with zoho inventory, and if theres any

        • Organization Emails in Email History

          How can I make received Org Emails to show up here?

        • 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

        • Zoho CRM Sales Targets for Individual Salespeople

          Our organistion has salespeople that are allocated to different regions and have different annual sales targets as a result. I am building an CRM analytics dashboard for the sales team, which will display a target meter for the logged in salesperson.

        • Converting Sales Order to Invoice via API; Problem with decimal places tax

          We are having problems converting a Sales Order to an Invoice via API Call. The cause of the issue is, that the Tax value in a Sales Order is sometimes calculated with up to 16 decimal places (e.g. 0.8730000000000001). The max decimal places allowed in

        • All new Address Field in Zoho CRM: maintain structured and accurate address inputs

          The address field will be available exclusively for IN DC users. We'll keep you updated on the DC-specific rollout soon. It's currently available for all new sign-ups and for existing Zoho CRM orgs which are in the Professional edition. Managing addresses

        • Transfer all Related Data to new Account Owner

          Currently when I change the account Owner I only see the option to change only the open deals But I want the new account owner to take over all the related modules and all the deal stages Is it not possible right now? Am I missing something? Do I really

        • Possible to generate/download Quote PDF using REST API?

          See title. Is there any way after a quote has been created to export to a PDF using a specified template and then download it? Seems like something that should be doable. Is this not supported in the API v2.0?

        • Can i connect 2 instagram accounts to 1 brand?

          Can i connect 2 instagram accounts to 1 brand? Or Do i need to create 2 brands for that? also under what subscription package will this apply?

        • How to Calculate MTTR (Mean Time to Resolve)

          We want to calculate MTTR (Mean Time to Resolve) in our Zoho Analytics report under Tickets. Currently, we are using the following fields: Ticket ID Ticket Created Time Ticket Closed Time Ticket On Hold Time We are planning to calculate MTTR (in days)

        • How to export project tasks, including the comments

          Hi, how can I export the project tasks, whereby I can also see the comments associated to a specific task? The use-case is that often we use comments to discuss or update a task related ideas. I would like to export the tasks, where we can also see the

        • Round robin

          Hi, I'm trying to set up a round robin to automatically distribute tickets between agents in my team but only those tickets that are not otherwise distributed by other workflows or direct assignments. Is that possible and if so which criteria should I

        • Does Zoho Sheet Supports https://n8n.io ?

          Does Zoho Sheet Supports https://n8n.io ? If not, can we take this as an idea and deploy in future please? Thanks

        • Bigin Android app update: User management

          Hello everyone! In the most recent Bigin Android app update, we have brought in support for the 'Users and Controls' section. You can now manage the users in your organization within the mobile app. There are three tabs in the 'Users and Controls' section:

        • Share records with your customers and let them track their statuses in real time.

          Greetings, I hope everyone is doing well! We're excited to introduce the external sharing feature for pipeline records. This new enhancement enables you to share pipeline records with your customers via a shareable link and thereby track the status of

        • Live webinar: Discover Zoho Show: A complete walkthrough

          Hello everyone, We’re excited to invite you to our upcoming live webinar, Discover Zoho Show: A Complete Walkthrough. Whether you’re just getting started with Show or eager to explore advanced capabilities, this session will show you useful tips and features

        • When dispatched to crew, assigning lead missing

          Hello, For the past two or three weeks, whenever an officer assigns Service Appointment to a team, the lead person is missing from the assigned service list. Therefore, we have to reschedule the SA and then the lead person becomes visible in the assigned

        • Option to Empty Entire Mailbox or Folder in Zoho Mail

          Hello Zoho Mail Team, How are you? We would like to request an enhancement to Zoho Mail that would allow administrators and users to quickly clear out entire folders or mailboxes, including shared mailboxes. Current Limitation: At present, Zoho Mail only

        • Deal Stage component/widget/whatever it is... event

          Deal Stages I am trying to access the event and value of this component. I can do it by changing the Stage field but users can also change a Deal Stage via this component and I need to be able to capture both values. Clicking on 'Verbal' for instance,

        • Create advanced slideshows with hybrid reports using Zoho Projects Plus

          Are your quarterly meetings coming up? It’s time to pull up metrics, generate reports, and juggle between slides yet again. While this may be easier for smaller projects, large organizations that run multiple projects may experience the pressure when

        • Add an option to disable ZIA suggestions

          Currently, ZIA in Zoho Inventory automatically provides suggestions, such as sending order confirmation emails. However, there is no way to disable this feature. In our case, orders are automatically created by customers, and we’ve built a custom workflow

        • Email Integration - Zoho CRM - OAuth and IMAP

          Hello, We are attempting to integrate our Microsoft 365 email with Zoho CRM. We are using the documentation at Email Configuration for IMAP and POP3 (zoho.com) We use Microsoft 365 and per their recommendations (and requirements) for secure email we have

        • Formula field with IF statement based on picklist field and string output to copy/paste in multi-line field via function

          Hello there, I am working on a formula field based on a 3-item picklist field (i.e. *empty value*, 'Progress payment', 'Letter of credit'). Depending on the picked item, the formula field shall give a specific multi-line string (say 'XXX' in case of 'Progress

        • CRM x WorkDrive: File storage for new CRM signups is now powered by WorkDrive

          Availability Editions: All DCs: All Release plan: Released for new signups in all DCs. It will be enabled for existing users in a phased manner in the upcoming months. Help documentation: Documents in Zoho CRM Manage folders in Documents tab Manage files

        • Need help to create a attach file api

          https://www.zoho.com/crm/developer/docs/api/v8/upload-attachment.html Please help me to create it... It's not working for while. Do you have some example?

        • update linked contacts when update happens in account

          Hi, I have a custom field called Licence in the Accounts module. When someone buys a licence, I’d like to update a custom field in the related Contacts. How can I achieve this? I noticed that workflows triggered on Accounts only allow me to update fields

        • Zoho CRMの流入元について

          Zoho CRMとZoho formsを連携し、 formsで作成したフォームをサイトに埋め込み運用中です。 UTMパラメータの取得をformsを行い、Zoho CRMの見込み客タブにカスタム項目で反映される状況になっています。 広告に関してはUTMパラメータで取得できているため問題ないのですが、オーガニック流入でフォーム送信の場合も計測したいです。メールやGoogle、Yahoo、directなどの流入元のチャネルが反映されるようにしたいのですが、どのように設定したら良いでしょうか。 また、

        • Error While Sign in on Zoho Work Drive

          Dear Team, I hope this email finds you well. I have recently created a Zoho account and started using it. But while I am trying to log in to Zoho work drive it won't log me in its crashing every time I try it. I have tried it on android app, phone browser

        • Choosing a portal option and the "Unified customer portal"?

          I am trialling Zoho to replace various existing systems, one of which is a customer portal. Our portal allows clients to add and edit bookings, complete forms, manage their subscriptions and edit some CRM info. I am trying to understand how I might best

        • Support new line in CRM Multiline text field display in Zoho Deluge

          Hi brainstrust, We have a Zoho CRM field which is a Muti Line (Small) field. It has data in it that has a carriage return after each line: When I pull that data in via Deluge, it displays as: I'm hoping a way I can change it from: Freehand : ENABLED Chenille

        • How to create a Zoho CRM report with 2 child modules

          Hi all, Is it possible to create a Zoho CRM report or chart with 2 child modules? After I add the first child module, the + button only adds another parent module. It won't let me add multiple child modules at once. We don't have Zoho Analytics and would

        • Elevate your CX delivery using CommandCenter 2.0: Simplified builder; seamless orchestration

          Most businesses want to create memorable customer experiences—but they often find it hard to keep them smooth, especially as they grow. To achieve a state of flow across their processes, teams often stitch together a series of automations using Workflow

        • Unified Directory : How to Access ?

          I signed in to Zoho One this morning and was met with the pop up about the upgraded directory (yay!) I watched the video and pressed "Get Started" ... and it took me back to the standard interface. How do I actually access the new portal/directory ?

        • Next Page