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

    • Asking for implementation roadmap or step-by-step guidelines

      Hello everyone, I'm a freelancer who's been hired to implement Zoho CRM for a client, and I want to make sure I approach this correctly. Could someone kindly share a comprehensive implementation roadmap or step-by-step guide that covers all the essential

    • Approval Workflow for Purchase Orders Abrir

      The requirement is , that all purchase orders greater than or equal to 5000 go through an approval process from certain people, but within books I only see that the approvers can be by levels or any approver but we cannot enter a rule like these. Can

    • Multiple subforms from same existing form

      Hello, In an Order form, I have a subform for Line items. But my items have 5 distinct product categories. To make it pleasant and easy to use, I want to repeat the subform 5 times in the same parent form, to separate my 5 categories of product. But I

    • Announcement: Zoho DataPrep 1.0 will be deprecated on January 31, 2026

      We'd like to inform you that the Zoho DataPrep 1.0 version will be officially deprecated as of January 31, 2026. This aligns with our efforts to streamline and improve your overall experience with Zoho DataPrep 2.0 which was released in Sep 2024 . To

    • Discussions from Ask the Experts 19 : Inside Zoho Desk Spring Release 2025

      Hello Everyone, We appreciate the engaging discussions during the Ask the Experts 19 session on the Spring Release. It was a pleasure connecting with you. Our team is actively working towards your requests to deliver an improved experience. In this post,

    • Optimisez la gestion des bots et la conformité à Apple MPP

      Filtrage des bots : une nécessité pour des données marketing fiables Les indicateurs de performance sont au cœur de toute stratégie marketing. Cependant, l’augmentation du trafic généré par des bots ainsi que l’adoption croissante de fonctionnalités comme

    • One time batch workflow to repair omission of data

      Hi, I created a parent form (Product) and another form (Prices) that is used as subform in the parent form. In the parent form I have a field Category that must appear in the subform, but I forgot to create the field at first in the subform and now I

    • Advance Your Churn Predictions with Zia's Usage Data Feature: Event Mapping

      Greetings all, This is an important and exciting update about feeding usage data into Zoho CRM. To expand the scope of how usage data can be used by Zia, we are introducing a new section called Usage Data under Zia. Users can now easily import, edit,

    • Web-To-Quote form would be awesome

      It would be awesome to be able to embed a quote form on a website and have that filter in to Zoho CRM. Account Number to match the Account in Zoho Email address could match the Contact. Product Code could be required to match the product. Not sure about quantity? I am sure this all could probably be done via the API and maybe some middleman interaction with Creator, but it would be nice if it was as easy as the Web-to-Case form. Something like this could lead to further integration with CMS and Shops

    • Published Sheet - Share option to show "Save copy to WorkDrive"

      Hi Sheets Team, I'm currently working on a Zoho Sheet which I want to share with other Zoho users outside of my organisation. Normally I would do this with Google Sheets but I'm trying to make better use of my Zoho tools. When I share a Google Sheet publicly

    • Bills vs. Expenses

      Hi eveyone, Can somebody explain me a little bit better of how can I use Bills and Expenses in my business? I don’t understand their differences to be honest.

    • Integration to LinkedIn Recruiter

      We'd like you to support Recruiter System Connect to sync our LinkedIn Recruiter candidates to the Zoho Recruit ATS. How can we do this?

    • List View just got a makeover!

      Hello everyone, The new list view is being rolled out in phases and will be available to all our users by the end of January 2021. We are excited to announce that the list view in modules is set to get a new look. The new list view is sleek, contextual,

    • Add Video block needs improvement

      I regularly send out links to videos in my campaigns and I find that built in video block is never good enough to use in my campaigns, so I have to make a thumbnail in Canva and upload it or screenshot the actual video on YouTube. The concept of the video

    • Profile cannot add tasks, calls or meetings

      Good morning, I have a Profile of users that's called "Standard2" and their module permissions are set as follows: Despite this, one of my users on the Standard2 profile gets this when they try to add a call: Any idea how to fix this? If i bump them up

    • Zoho Developer Community Monthly Digest – April 2025

      Hello everyone, Welcome to this month’s Zoho Developer Community Digest! We’ve lined up an exciting series of technical sessions, product deep-dives, and community conversations to keep you informed and inspired. Don’t forget to check out our resource

    • Dataprep est-ce que zoho est sérieux ??

      Nous venons encore de passer plus de 2 heures avec le support zoho qui est incapable de résoudre le problème rencontré dans la mise en place d'un pipeline de données entre le C>>RM et DataPrep Celà fait 5 mois que nous essayons de faire fonctionner le

    • STOCK COUNT - How is this even possible

      Dear Zoho One, We have a lot of products from Zoho but I really don't understand this. We mainly use ZOHO FSM with ZOHO INVENTORY because we are in service and maintenance for electric charging stations for cars All employees of Zoho FSM have their own

    • Changing sequence of buttons

      How can I change the sequence of these buttons? I want the 'Versturen referral campagne' to be displayed as the default button

    • Unapproved Articles for Review?

      What is this feature and how do I use it? I'm not seeing any option to mark articles as unapproved and needing review.

    • Trying to fetch related list data from deals module

      I need to fetch stage history data which comes in related list in deals module using coql. How can I achieve that? { "select_query": "SELECT Technical_Survey_Date as system_order_confirmation_date, Stage,Created_By, Latest_Quote_Creation_Date,Originating_Source,

    • Stage-Probability Mapping

      How do I answer this question in analytics? What is the Closed-Won percentage of all Deals that reach a given stage? Another way: Of all Deals that reach a given stage (eg. Artwork/Price Quote), what percentage of them become Closed-Won? I want to populate

    • Follow-up Sequences

      For following up with leads based on open/click status.

    • How do I change the sort order of items in the User Filter?

      I have a chart for which I have set a custom sort order for a field. I noticed that in the user filter for this field, the order is shown as alphabetical. It does not reflect the custom sorting that I configured. I even tried selecting the checkbox "Make

    • Automate Zoho Projects Task Data Export and Email Delivery (for Non-Users)

      In many real-world scenarios, we need to share Zoho Projects task updates with clients or team members who don’t use Zoho or don’t have access to the platform. Since there’s no built-in way to export and email tasks directly within Zoho Projects, I put

    • Bulk Add notes

      I think that it's an absolute need and basic feature to add. I know we can import notes from an xls spreasheet, but that's not what I'm talking about. We should be able the same way that we can bulk send email, bulk add activities, we should be able to

    • How to use CRM custom button and client script?

      Here's what I need. I know how to handle each step in isolation. I do not understand how to intercept a Button interaction, pass it to the client-script for the user prompt, and remainder of the processing. User Clicks Button on Details Page Client-Side

    • Match one bank transaction to multiple customer with TDS dedcuction

      Hi team, Just wanted to know. How can i match one bank entry to multiple customer invoices with tds.

    • Zoho Product Sync between Books and CRM is a mess

      The syncing of products between Zoho Books and CRM is completely broken. Why is ZOHO CRM the center of all products? Surely it should be Books or Inventory that is the central focal point of all things to do with a business backend (i.e. not marketing

    • How can i resend a campaign to only one of the recipients on the original campaign

      How can i resend a campaign to only one of the recipients on the original campaign ? Sincererly, Mike

    • Zoho Campaign low open rate

      I have been using Zoho One, Zoho CRM and Zoho Campaign to make my web application, but since I started using zoho campaign to send emails, it has low open rate (actually zero for the latest campaign for 2 days) For people who have more experience or know

    • More Workflow Triggers

      We utilize a lot of workflows in our organization. Recently we've identified two use cases where we would like a workflow to run a function. Upon further checking, the workflow trigger wasn't available, or the only option was to run the workflow more

    • サブフォームアップデート 静的サブフォームについて

      昨年のアップデートにある「静的サブフォーム」の詳細についてご存じの方はおられませんでしょうか？ Zoho CRM - 2024年10月〜12月のアップデート https://www.zoho.com/jp/crm/blog/q4-2024-update.html 画像をみると項目を固定できるようですが、2025年5月現在、こちらの USデータセンター環境では設定箇所がみあたりません。 設定方法や設定箇所などご存じの方おられましたら共有いただけると幸いです。

    • IP Address List > Sigma

      We have developed a ZohoCRM extension that utilizes API calls to our server from Deluge scripts and Widgets. Our API server has IP restrictions in place. To ensure successful communication, we require a list of IP addresses utilized by Zoho's platform

    • Have One Custom Function Run After Another Custom Function Finishes - ZoHo Desk

      Hello, From what I'm seeing in ZoHo Desk. If there are multiple custom functions that run when a ticket is initially created, the custom functions seem to run simultaneously. Is there a way to have one custom function finish before starting another custom

    • email templates are a mess with fonts

      Any time I edit a template or adjust the content of an email while using it the fonts change. Previewing does no good as it appears one way but is sent another. for example .. this was made using Tomaha 2nd size with NO BOLDING. and this is what my client

    • New Style for multilevel list numbering

      Hi, in my country most of legal contracts are numbered in top level as First, Second.. (Primero, Segundo, Tercero...). I suggest include this style for multilevel lists. Thanks in advance.

    • integration with Notion

      Hi. I'm tryng to use zapier for syncing notes between Zoho and my Notion Database. But when creating a zap with their models, I get an error wih this kind of message : Step 1 - New Note Card in Notebook in Zoho Notebook request to https://notebook.zoho./%7B%7Bsel_dc%7D%7D/api/v1/notification/filtered/register?JSONString=%7B%22resource_type%22%3A%22NOTEBOOK%22%2C%22filter_type%22%3A%22ID%22%2C%22filter_value%22%3A%22lovap7e4ebb0fdbaf4ac697d9218619d32fbf%22%2C%22action%22%3A%22UPDATE%22%2C%22url%22%3A%22https%3A%2F%2Fzapier.com%2Fhooks%2Fstandard%2F19820952%2Fcf840faec6aa42c5acdf1f5775131ec6%2F%22%7D

    • Is A Coloured Picklist with Dynamic Automation possible?

      Hey All, Just wondering if it is possible to setup a coloured dynamic picklist, Example below. Automating colour for ticket age based on creation date, So it is dynamic and changes as the ticket ages? 24 Hrs > Green 48 Hrs > Orange 72 Hrs > Red

    • Enable Mixed Channels with Employees, Guest Users, and External Users

      Hi Zoho Cliq Team, We would like to request the ability to create a channel in Zoho Cliq that includes all three types of users: Internal employees (organization users) Guest Users (non-Zoho users joining via guest chat) External Users (users from other

    • Next Page