Sales forecasting now detects anomalies in user performance

Sales forecasting now detects anomalies in user performance

Dear Customers,
 
As you're probably aware, we've been continuously adding improvements to the forecasting feature in Zoho CRM, and we're excited to announce the latest one as part of #CRM25Q1: Anomaly detection in forecasting.

Forecast reports are a direct reflection of your sales team's performance, and thus far in Zoho CRM, you've been comparing each salesperson's performance with their targets to evaluate your business' growth. While this seems straightforward, merely pacing their achievements with their targets isn't enough to observe ongoing performance. Sales leaders need to know when sudden spikes and dips could potentially affect business revenue, whether positively or negatively.

Introducing anomaly detection for sales performance
Anomaly is any unexpected surge or dip in the regular flow of business, and as a result of this enhancement, Zia now detects performance-based anomalies in the forecast report and alerts sales leaders to anomalies observed in user achievements every week in the forecast report.

It shows the user's achievement in the previous week, their predicted target, and any deviation in performance in terms of revenue:
Sales managers can also investigate past anomalies to better evaluate user performance:

Let's look at a couple of examples to understand the benefits of detecting anomalies:
 
Sarah's performance dip
Sarah works in an industry that's currently facing significant economic headwinds. As a result, no matter how hard she tries, her numbers are slipping. Thankfully, due to anomaly detection, her manager is aware of this slump as it happens, and they can come up with solutions like adjusting her targets or the open deals' revenues.
 
Evan's surge in sales
Evan is a senior sales representative, and his contributions used to be consistent each month. However, last week, he closed a big deal. With his persuasion skills and his knack for spotting opportunities, he sold two big condos. This is a change in his routine, and Zia can identify the anomaly in his performance, identify it, and report the findings so his manager can make sure to acknowledge his excellent work.

These are just a few examples of anomaly detection that can help manage performance in forecast reports:
  • Previous anomalies can be viewed in tabular format or as a line chart.
  • You can choose to receive anomaly alerts in your Zia notification panel and via email.
That's about anomaly detection in user performance for sales forecasting. We will open this enhancement for customers gradually and the same will be communicated. Thanks and have a good one!

Kind regards, 
Saranya





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