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

    • Canva Integration

      Hello! As many marketing departments are streamlining their teams, many have begun utilizing Canva for all design mockups and approvals prior to its integration into Marketing automation software. While Zoho Social has this integration already accomplished,

    • Clone Entire Zoho Boooks Organization, including all transactions for testing & training

      Can Zoho Books support help with direct cloning of entire Zoho Books & Inventory Organization? including all transactions, just like a copy & paste or disk cloning. Is this possible?

    • Can't change login email address in zoho books.

      Hello, Does anyone have any idea how to change login email in zoho books?

    • Zoho Site Vs. Wordpress website - which is better ?

      Hi I  have a Wordpress website  hosted at hostgator.   I use zoho CRM  for leads , customers, scheduling , etc.  I am considering moving my website to zoho sites.  What are advantages  and disadvantages to using zoho site compared to a wordpress website? On a scale of 1 to 10 ,  how good is zoho sites?    zoho sites with being found by potential customer searching the web for products , services? I sell and service business phone systems into local markets in California. My goal would be to increase

    • Bank Reconciliation Reports Do Not Have the Requisite Information Needed for a Proper Bank Rec Report

      Basic accounting practices for bank reconciliations dictate that bank reconciliation reports have the following components: Date or Period of Reconciliation: The report should clearly state the date for which the reconciliation is being performed, typically

    • How to record chargeback in zoho books?

      Hi all, Does anyone know how to record a chargeback transaction in zoho books? Thanks, Mo

    • workflow fields before assigning the ticket when the client opens the case by email.

      I want to create a workflow that forces the technician to complete the mandatory fields before assigning the ticket when the client opens the case by email.

    • Answer to wrong email address

      Hi Everybody! When we receive a customer request (let's call him Peter) on our info@abc.com mail address, we manually forward the email message to Zoho desk (support@). Of course, sender of that message is info@abc.com and Zoho opens a new ticket with "info" as the contact name and info@abc.com as email address (nobody can blame Zoho for doing that). We then edit the ticket and fill in contact name (Peter), account name (Peter Ltd) and email address (peter@mail.com) of the customer. When we answer

    • Zoho Desk nog sending true Gmail

      Desk isn't sending our outgoing e-mail anymore. We can still receive e-mails but not send. I reconnected the email again and disabled the 2FA (to test). If I choose the Desk generated outgoing email address it works just fine. Please assist.

    • Add Hebrew Language Support for Zia Auto-Tag in Zoho Desk

      Dear Zoho Desk Team, We hope this message finds you well. We are currently utilizing the Zia Auto-Tag feature in Zoho Desk, which has proven to be quite valuable for categorizing and organizing tickets based on their content. However, we’ve encountered

    • Footer: Zoho make a big downgrad with new footer option

      Every post about the new footer function is negative and all say: its a big downgrade. The idea behind this new function was: Make it more simple. Great, now its faster and more simple to add an footer. But nobody from zoho team think about the more bigger

    • Need help with Zoho Billing/Subscriptions API

      Hello, We need help in figuring out which APIs to use in the following scenarios to process customer payments and manage subscriptions. When 14 days trial period is over and subscription status in Zoho changes to "TRIAL_EXPIRED" , customer comes back

    • Multiple Filters? Question answered many times, but never satisfactorily

      Hi. I love Zoho Creator.   However, I would like to know more about creating a view that allows users to easily filter the records, using several filters at once.   I know many people have asked this before, and mostly the answer given is "Use the search function, and search in each column for the required parameter"   However, this is not a satisfactory solution for a number of reasons:   1) You have to know the exact value to search for (sometimes the value might be a two or three word answer)

    • Sendmail with filtered report as attachment - Best practice ?

      Salut, I am scripting sendmail workflows with reports attached. I need those reports to be filtered. For example, a 10 subrows order would have 3 different suppliers, and I want those 3 suppliers to receive a copy of the order with only the subrows related

    • Issues w/ Screen Share & Accessing via Mobile Web Browsers

      1. How do I share my screen while still seeing video of myself & paticipants without rebroadcasting the participant video feeds? All other video conferencing tools provide this feature so not sure if it's a setting I'm missing or a programming oversight. 2. How do I know what screen/application I'm sharing? After selecting the screen/application a notice appears however it is appears on the wrong screen leading to confusion about what participants can actually see.  3. How to I allow participants

    • Time Limited Coupon or Expiring Link in Workflows

      I would like to see a feature where I can include a time limited link in Workflow Campaigns. For example: I could link to a sales page with a discount and set the link to expire after 24h. The link would be generated by Campaigns for each campaign sent

    • Option to duplicate views ( ticket and others)

      Hello, I would like to ask for the option to duplicates views, especially ticket views. Often we need to use the views for very particular information, including filtering out custom data. It would be great to allow duplicate an existing View, so it can

    • Option to copy/duplicate Custom Ticket views

      Hi Team, Hope you're all well. I was wondering if you would consider a feature on Custom Ticket views: The option to copy or duplicate an existing custom ticket view It would help tremendously for views with a lot of criteria that could be reused multiple

    • Democratize data visualization across your organization using Chart View in CRM

      Hello everyone - As part of CRM for Everyone, we've introduced a whole new set of features. This announcement will focus on one of them: Chart View. Why did we add this view? To put insights directly in the hands of the people closest to the action. Here's

    • Will Zoho implement DANE?

      I know that setting up DNSSEC and DANE is quite a risky process. But it will improve email security. With DANE, a server can verify a SSL certificate before connecting to the server. There are some RFC related to DANE which can be found here: DNS-based

    • How do I stop Notifications in Mail?

      How does one turn off notifications for our Mail accounts? Why is an answer to such a basic question impossible to find in this community forum? Also, could you point us to the most current user guide so we don't have to spend time asking such fundamental

    • Turning off self view in Zoho Meeting

      Hi Is it possible to turn off/hide self view in meetings?  Cant see any options for it. Thanks

    • Is it possible to hide self view in Zoho Meetings

      Hi - I want to hide my camera view when conducting meetings in Zoho Meetings.  Most of my meetings are one to one with clients & I prefer to focus on them them on the screen? I've searched and cant find any options for this? Thanks Ro

    • Darshan Hiranandani : Can I hide my self-view in Zoho Meetings, and if so, how?

      Hi everyone, I’m Darshan Hiranandani, looking for a way to hide my self-view during meetings in Zoho Meetings. I find that seeing my own video feed can be distracting, and I’d like to know if there’s an option to hide or disable it. Could anyone provide

    • mx.zoho.com servers blacklisted by UCEPROTECTL3

      Hello, An MXtoolbox check for my domain showed that UCEPROTECTL3 has blacklisted all three of the zoho MX servers. I am unable to sign up for Zeptomail service for our company transactional emails until this issue is resolved. But this is out of my hands.

    • How to integrate Zoho CRM, Zoho Forms and a WIX Web Site

      Attached video demonstrates how to use Zoho Forms included in Zoho One, to design a Contact Us form to be embedded into a WIX web site and integrated into Zoho CRM.

    • Events on Calendar disappeared

      hello, Events (e.g. repeating events) disappeared on my calendar for Wed, Oct 2, which led to missing some meetings on that day. What exactly is wrong? This is not the first time this is happening! Please, fix this calendar issue.

    • FICHIER FEC - ZOHO BOOKS

      J'ai testé le fichier FEC, disponible depuis quelques semaines dans zoho books pour les sociétés françaises. C'est une grande avancée car nous allons enfin pouvoir importer facilement (sans avoir à réaliser de complexes rapports dans zoho analytics) la

    • ERROR CODE :550 - Your message to <xxx@xxxxx.xx> was classified as SPAM.

      Hey Team, I'm using Zoho Mail with my own domain, and from some of the recipients I'm receiving following error message: ERROR CODE :550 - Your message to <xx@xxxx.xx> was classified as SPAM. Please add more content, cut down on HTML links, use fewer

    • Allow 3 Subforms in a custom module

      We have many custom modules in CRM and every now and then we need more than 2 subforms for a module We are on Zoho One Plan Can you please increase the subfrom limit from 2 to 3 Our current workaround is to create a solution in Zoho Creator and embed

    • Time Zones

      Hello, Is there a way to add a time zone in a Deal related to "bid due"? We work on projects across the world and even though some things adjust to my own time zone, I have found that any dates we manually enter - Bid Date, RFI Due Date, etc. do not appear

    • Create Zoho Project and assign a contact without account

      I’m trying to automate the creation of new projects in Zoho Projects using Zoho Flow. In my setup, I often need to assign projects to individual contacts who don’t have an associated Account/Company in Zoho CRM—just a personal contact. When I create a

    • Update main form's Lookup value following the completion of a Subform within that same main form

      Hi, It's quite a simple request but I'm struggling with getting the deluge to work smoothly. In short, I have a main form (Place_New_Order). Public users will be able to use it. They have a subform to complete with their contact details etc (name, email,

    • ZOHO LOGIN PROBLEM

      Hello, my name is Bernice. One of the users in our company is having a problem logging into their system. They had two-factor authentication on their phone but unfortunately, they lost that phone. Now when trying to login to their Zoho people they are

    • New in CRM: Dynamic filters for lookup fields

      Last modified on Oct 28, 2024: This feature was initially available only through Early Access upon request. It is now available to all users across all data centers, except for the IN DC. Users in the IN DC can temporarily request access using this form

    • Sync Zoho CRM Events with Google Calendar?

      Hi, Is there a way to permanently sync all events from Zoho CRM with Google Calendar? I’ve seen that you can link Zoho CRM to Zoho Calendar and then connect Zoho Calendar to Google Calendar — but is there a way to sync existing and future events from

    • image cover div or original aspect

      I changed my app's theme, and now when I return to the original theme, the images in my reports cover the entire div, whereas before they were displayed in their original aspect ratio. How can I change this? I can't find the option. I only see that you

    • Delete subform rows based on mainform input

      I took my first adventure in getting ChatGPT to write some code for me this weekend. I want to ADD new rows, UPDATE existing rows and DELETE existing rows based on the input of a mulitselect lookup in the mainform. ChatGPT produced this for me which seems

    • Des parcours WhatsApp simples pour engager vos prospects et les convertir durablement

      En tant que professionnel du marketing, il vous est sûrement arrivé de déployer des campagnes par e-mail, SMS, réseaux sociaux ou pop-ups, sans obtenir l'engagement espéré. Une situation frustrante, mais malheureusement fréquente. Vous vous posez sans

    • [Free Webinar] Learning Table Series - Smart Visitor Management with Zoho Creator—Built for Every Industry

      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. About Learning Table Series Learning Table Series is a free, 45-60

    • Next Page