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

    • Filter by Portal User Reports no longer work

      I've had multiple reports that filter the data that shows based on the portal user - thisapp.portal.loginUserName(). They have worked fine for years but a few months ago they stopped working. Currently, no records appear in the report. Also, this is the

    • Quickly migrate attachments to Zoho CRM without having to restart the process multiple times

      Hello everyone, Customers often want to transfer all their data and attachments to Zoho CRM when they're switching CRMs (or moving from one Zoho CRM org to another). Admins use the built-in import tool to perform these migrations. There's a common source

    • Numeric Field Issue

      Hi We are trying to import deals but hitting a roadblock every time. If I create a single line field, the data imports fine for this field (it's a currency field in csv). I have found I can't sum this field though when trying to do a revenue report. When

    • Transfering Creator data to Books

      Hello, I am working on a new app that will have suppliers, products, customers, order, etc. When I will be finished, I will want the end result (an order of goods) to be transfered to Books for invoicing and accounting. I will also use the supplier order

    • Custom code ass to header and footer code doesn't appear

      I am trying to insert custom code into both the header and footer of my Zoho site. I edit the site "general settings" as demonstrated in the various articles, click save, but the code does not appear on my site. Is there something special I need to do

    • Geo-Powered Retail Intelligence with Zoho Analytics

      In today’s highly competitive retail landscape, data-driven decisions are no longer optional — they’re essential. While businesses collect vast volumes of data across regions, stores, and customer segments, the real value lies in how effectively this

    • In the Pivot table in the value section i want to the actual value instead of sum or count

      I am creating Early/late Check and check out in pivot report based on Zoho analytics I need the data to include: Employee Name Late Entry, Early Entry, Early Exit, Late Exit, First In, Last Out, and Total Hours.

    • Outgoing blocked again.

      Hi Dear, My outgoing mails are blocked again. I am just using it as normal business emails going in and out. Could you please help fix the problem? I am happy to support where I can do to make it work properly. Thank you very much. Aurora

    • Tip of the Week #54 – Automatically assign emails to your team members.

      Managing incoming emails can feel exhausting at times. But what if you could ensure that every email reaches the right team member — without lifting a finger? That’s where automatic email assignment comes in! With Zoho TeamInbox, you can easily set up

    • Keep your forms spam-free with CAPTCHA

      Is your online form getting loads of unwanted responses? Tired of spam ruining your valuable form data? CAPTCHA is the solution you are looking for. CAPTCHA (Completely Automated Public Turing test to tell Computers and Humans Apart) is a simple yet effective

    • how to get the first word in string using deluge?

      let say I have string "David Beckham". how to get just "David" using deluge? I need to get the first word in string using deluge?

    • Access a field from incoming webhook Zoho Flow

      I would like to further process an incoming webhook in zoho flow. How can I access a field in the script / custom function. I tried this in many variations but not working: exfield=${webhookTrigger.payload.AnalyseErgebnis}; I would be very grateful if

    • Possible Bug: ZML Editor code in Panels not rendered successfully.

      I'm using Panels in my Zoho page because they allow clickable interactions like opening URLs or navigating to other pages. However, I'm facing two major issues: Persistent White Background: Despite multiple attempts, I’m unable to remove the default white

    • How to Find and Merge Duplicate records in Zoho CRM

      Hello Everyone,   Today, let's see how to find Duplicate records in your Zoho CRM account and Merge them.   Eliminating duplicate records in CRM seems to be a frequent issue for many businesses. Duplicate records can affect your productivity, increase manual work, and more importantly show incorrect data when it comes to reporting. Hence, it is crucial for businesses to have the ability to avoid creating duplicate records and the ability to merge duplicate records in CRM. As a first step, we need

    • Is Zoho Tables part of Zoho One

      Cant seem to add the app as part of my Zoho One Subscription?

    • Sending a Link to a Record in an Email template

      I recently introduced CRM Blueprints for the Deals module in my organization, and since our sales process involves several people from different departments, I created a few email templates to be used in the Email Notifications of some of the transitions, to let a user or group know that they need to take action or just be informed of a status change for that deal. Even though everything was working as expected, shortly after setting this up, some users came up to me asking if the notification email

    • Payroll in Saudi Arabia

      Zoho is a popular software platform that offers a wide range of business solutions, from customer relationship management to finance and accounting tools. However, one major drawback for businesses operating in Saudi Arabia is the lack of a payroll feature

    • How I can export emails from zoho crm ?

      Hello, I am looking for the workaround for exporting the sent e-mails. We use the Zoho crm free version (with upgrated storage) - and the e-mails are written/sent within/out of the crm feature. For our cases we only use 1) companies and 2) contacts -

    • Pre-loading related contact lookups to a subform

      Hello, I'm trying to create a module to track group meetings and field data for each group member. Subforms appear to be a good fit for this but I don't want to add each contact every time manually. Can anyone suggest a good solution for this scenario?

    • Fetching Comments From A Zoho Ticket Comment using Zoho Desk Api

      Hi I've been integrating Zoho Desk API into our product however, I'm unable to fetch any ticket comments when using your API. I get the following response => { "data": [] } The URL I'm hitting is https://desk.zoho.com/api/v1/tickets/ticketIdHERE/comments.

    • What are the formulas behind the system default dashboards?

      We want to know the exact formulas especially for the "time based dashboards". For example the "First Time Closure" logic for the "First Call Resolution" dashboard is not very clear. How does the system calculate that a ticket has been closed at the first time? Please elaborate with further details.

    • Grouping payments to match deposits

      Is there a way to group multiple invoice payments together so they match credit card batches and grouped deposits in the bank account? Basically, we are creating invoices for each of our transactions, and applying a payment to each of the invoices. Our payments are either credit cards or checks. We want to be able to group payments together so when our bank account reflects a credit card batch made up of many transactions, or the deposit we took to the bank that has multiple checks from different

    • How to create groups in Zoho People?

      I want to create groups and add users.

    • Deleted Blog Still Visible on Zoho Site

      I deleted the blog on the Zoho site and permanently removed it from the trash, but the article is still visible. Please make sure it does not appear. The URL is below https://seeds.tech-manage.co.jp/blogs/post/WL-04550

    • Data Import validations

      Hi, I currently have a CSV file download from a 3rd party SFTP server prior to performing the data transform. When we don't have any transactional data, a file is still uploaded by the 3rd party to the server, but it is blank. This causes the transform

    • Is Setting Up Sub Domain for Email Sends Good Idea?

      Hi there, our team just bought a dedicated IP for our email sends. We send more than 100k emails/month. Because we face deliverability issues and also because of the mass sends, we decided to get a dedicated IP. My question is, should we set up subdomains

    • Abandoned Cart Recovery doesnt work on Woocommerce

      Hi, Does someone have implemented ACR with Woo successfully? My connection seems to be established but no user entered the workflow since I'm running the integration. I also faced problems in reinstalling the plugin on my wordpress. I simply cant uninstall.

    • Vault extension for Chrome rarely works anymore in Brave browser

      Hello, Until about a year ago the Vault extension for Chrome worked very reliably in the Brave browser. Since then, though, the extension fails to open, more often than not. Is there a known fix for this? I love Vault - it is, by far, the best password

    • Discussion : How are you sharing your Zoho Analytics Dashboards/Reports?

      I have all of my companies data in Zoho Analytics and now want to use it to prepare regular reporting for my SLT. They currently produce a Word document with screen shots of various reports… Analytics own dashboard engine is not great and doesn't fit

    • Collaborate without compromise, with Ticket Sharing.

      We often hear that the ability to move tickets is a big benefit. That kind of flexibility is great to have when your tickets require expertise across departments. But there's often a price to pay: Moving tickets across departments could result in a (well-intentioned) battle for access. When tickets move between departments while agents are working on them, chaos ensues.   To put an end to all these worries, Zoho Desk brings out a new ticket action: simply share. With ticket sharing, everyone gets

    • How to get Monday as 1st day of the week?

      Hi, The first day of the week is Sunday in Zoho Creator calendar.So it is hardly usable as in Europe the 1st of the week is always Monday. How can I get Monday as 1st day of the week? Best regards, Chris

    • What's New - April 2025 | Zoho Backstage

      Hello there, Phew! It’s been a busy month—and it’s all for you. You know that feeling when your to-do list is long, your coffee’s gone cold, but your team is absolutely crushing it behind the scenes? That’s been us this month. Between brainstorming, building,

    • Mi cámara se desconecta permanentemente.

      Buenos días. Tengo una cámara web de última generación. En concreto el modelo W4DS de VIZOLINK. Realiza una primera conexión pero después se desconecta con el mensaje de que no es compatible con ZOHO. Me extraña mucho que una aplicación tan reciente cometa

    • Overall unsubscribes from mailing/contact lists

      Hi, I’m looking to track how many people are unsubscribing from our mailing/contact lists overall — not just from individual campaigns. Is there a way to access this total unsubscribe number on a weekly basis for internal reporting? Thanks in advanc

    • Tips and Tricks #40: Find and add YouTube videos to your slide from within Show

      Hi Everyone!  When using the right videos in a presentation, you can easily capture your audience's attention and help them connect with your message. This is useful especially when you want to explain any complex concept. For example, you can use a video

    • I want to add a button in Zoho Creator that, when clicked, opens a Zoho authorization window and then redirects to my website to obtain API tokens.

      Here's the translation of your text into English: "I want to add a button in Zoho Creator that, when clicked, opens a Zoho authorization window and then redirects to my website to obtain API tokens. When running in the developer environment, I get the

    • Enhance Data Visibility with Mapping Fields from Lookup Module

      We’re thrilled to announce an exciting new feature in Zoho Recruit: Mapping Fields from Lookup Module! This powerful addition is designed to display additional details from a related module when using lookup fields. This enhances data visibility and provides

    • Feature Request – Support for Stripe Direct Debit for Canadian Customers in Zoho Books

      I’d like to request support for Stripe Direct Debit as a payment option for Canadian customers within Zoho Books. Currently, while Stripe credit card payments are supported for Canadian businesses, there is no option to enable Direct Debit (ACH/EFT) through

    • Form fields appearing twice on creator mobile

      We have a custom application created in Zoho Creator. When we look at the application form on desktop everything looks normal. Whenever we access the application on Creator Mobile App some fields appear twice instead of only ones. I provided an example

    • Creator Widget using values from Creator Form on the same page

      Hi all, I have a widget I'm working on that I'd like to use values from a form that's on the same page as the widget. I have something working right now, where I have a stateless form on a page. On input to the form I load an inner page, setting query

    • Next Page