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 a significant difference in the actual revenue for the forecast period, leaving the decision makers to work with outdated information.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

    • Client scripts for Zoho Books ?

      Good day everyone, I am looking for a way to be able to interact with the Quotes and Invoices as they are being created. Think of it like Zoho client script in Zoho CRM. But for the life of me I dont see a way to do this. The issue with having function

    • Fillable template with dynamic tables?

      Is there a way to build a fillable template so that users can add rows to a table? To describe what I'm trying to accomplish the table has 3 sections; a header row, some number of rows with custom information, and a summary row with totals. I can't figure

    • Audio/video quality issues with Zoho Meeting – Any roadmap for improvement?

      Hi Zoho Team, We’ve been using Zoho Meeting for both internal and external meetings, and unfortunately, the experience has been consistently poor. The video and audio quality are so unreliable that it often renders meetings ineffective—especially with

    • Invoicing multiple expense items as a single line item

            My client would like me to invoice them for multiple expense items on a single line item on an invoice.  Can this be done?  I know I can import billable expenses to an invoice, but I don't know how to show them as a single line item or have them

    • Zoho Books | Product updates | November 2025

      Hello users, We’ve rolled out new features and enhancements in Zoho Books. From translating email notification templates to the new transaction locking restrictions, explore the updates designed to enhance your bookkeeping experience. Making Tax Digital

    • Tables improvement ideas / features

      Heya, I've been using Zoho Tables for a few months now and wanted to post some features that I think will be greatly beneficial for the tool: 1. Ability to delete a record in automation or move a record in automation. - Usecase: I move a record from one

    • Announcing offline payment modes for event tickets

      Hello everyone,   Collecting ticket payments from prospective attendees can be a tricky part of event planning. While Zoho Backstage has always allowed you to collect payments online as people buy tickets from your event microsite, we have now enabled

    • What is going on with GMail extension.

      Suddenly, it is popping up and saying "Please wait while we work our magic... 10%" and it sits there. Yesterday I waited for an entire hour call and it never got further. Today, it's not resolved. Is there a fix I can do? I've tried all the typical

    • Gmail is ramping up its email sender policy from November 2025

      Hello marketers, As you may be aware, Gmail introduced a guideline for bulk senders starting February 2024. If not, here's a quick refresher straight from Google: After this policy was announced first in 2023 and soft-implemented in February 2024, we

    • Collapsible Sections & Section Navigation Needed

      The flexibility of Zoho CRM has expanded greatly in the last few years, to the point that a leads module is now permissible to contain up to 350 fields. We don't use that many, but we are using 168 fields which are broken apart into 18 different sections.

    • Gmail is ramping up its email sender policy as of November 2025

      Hello marketers, As you may be aware, Gmail introduced a guideline for bulk senders starting February 2024. If not, here's a quick refresher straight from Google: After this policy was announced first in 2023 and soft-implemented in February 2024, we

    • Good news! Calendar in Zoho CRM gets a face lift

      Dear Customers, We are delighted to unveil the revamped calendar UI in Zoho CRM. With a complete visual overhaul aligned with CRM for Everyone, the calendar now offers a more intuitive and flexible scheduling experience. What’s new? Distinguish activities

    • Deluge Error Code 1002 - "Resource does not exist."

      I am using the following script in a Custom Button on a Sales Return. Basically, the function takes the information in the sales return (plus the arguments that are entered by the user when the button is pushed) and creates a return shipping label via

    • Zoho Analytics Export API

      Hi Team, I’m working on some integration tasks and wanted to confirm if it’s possible to retrieve a Zoho Analytics table as JSON data using a Deluge script. I’ve already stored my custom data from multiple sources and combined it into a single source.

    • Enhance Sign CRM integration

      Hello all, I'm working on a custom Deluge script to enhance the integration between Zoho CRM and Sign by using a writer merge template for additional flexibility. I want to replicate the post-sign document integration that exists between CRM and Sign

    • Items Below Reorder Point Report?

      Is there a way to run a report of Items that are below the Reorder Point? I don't see this as a specific report, nor can I figure out how to customize any of the other stock reports to give me this information. Please tell me I'm missing something s

    • Item images

      Can we get an "On hover" expanded image for items please ?

    • Ability to Create and Manage YouTube Video Chapters in Zoho Social

      Hi Zoho Social Team, How are you? We would like to request an enhancement to Zoho Social that would allow users to create and manage YouTube video chapters directly within the platform. Currently, Zoho Social does not support manually adding chapters

    • What happens to my current site SEO if i opt for zoho creator?

      I have an existing website and I need to use Zoho creators for the rapid creation of my webpage creation. Currently, my IT team is creating the web pages, but I am concerned about the SEO of my current website if I shift to zoho will i loose it all?

    • Automatic Portal invite

      We have numerous customers we move through a blueprint in deals, when they get to a certain point we need to give them portal access, how can this be done through deluge or a workflow?

    • Preview Emails with Merge Fields before sending

      Hello, Are there plans to preview an email with merge fields before sending out? Currently, all you see in the preview are the merge field values, but before I send out the email I want to make sure the merge is working. Also, the saved emails only show

    • User Filter not selecting All Items

      We are encountering 2 issues when using the user filter. When users are trying to search using the filter option, the OK button is grayed out. Users have to unselect or make a change before it filters properly. 2. When filtering and the OK button works,

    • Support Nested JavaScript Variables in PageSense Pop-up Targeting

      Hello Zoho PageSense Team, I hope you're doing well. I’d like to request a feature enhancement for the PageSense pop-up targeting functionality. Current Limitation: Currently, PageSense pop-ups can be triggered using simple JavaScript variables. However,

    • Cannot Invert Axis for Rankings

      Hi there I want to be able to create a ranking graph in Analytics/BI, with 1 at the top of the Y axis, but I am unable to invert the axis. Super simple example in Excel below. Higher rankings need to be higher up on the graph to give the correct visual

    • How to copy value from a single line field into a picklist field within a module's subform?

      Hello there, I have a single line field in a module's subform. I would like the value in the field to automatically update a picklist field within the same subform (both have items with the same names). Is this possible via function? Unfortunately, workflows

    • Committed Stock and To Be Received Stock via API?

      Is it possible to retrieve Committed Stock and/or To Be Received Stock for an Item via the API? I want to use this information for calculating the amount of inventory needed to be purchased.

    • Creating Email template that attaches file uploaded in specific field.

      If there's a way to do this using Zoho CRM's built-in features, then this has eluded me! I'm looking to create a workflow that automatically sends an email upon execution, and that email includes an attachment uploaded in a specific field. Email templates

    • Marketer’s Space - Automate a Personalized Holiday Workflow with Zoho Campaigns

      Hello marketers, Welcome back to another post in Marketer’s Space! From Thanksgiving through Christmas, you have a flurry of opportunities to connect with your audience. In this post, we’ll see how you can plan an entire month-long automated workflow

    • Zoho Inventory Custom Field Update

      Hello All, In this post I am describing how can we Update the Custom Field Value in Zoho Inventory. // Get Org ID orgid = organization.get("organization_id"); // Field Value resvp = ifnull(item.get("purchase_rate"),null); // Record ID iid = item.get("item_id");

    • Sorting columns in Zoho Projects

      Hi, In project management best practice, sorting columns (ascending, descending) is an important tool. Sorting dates to see the order of tasks starting, sorting on priority or even on planned hours is a must for an efficient project control. Currently,

    • Zoho CRM - Calendar Cards View - Let Users Decide What Is Displayed On Calendar Entries

      Imagine planning your week of face-to-face meetings across three counties. You’re trying to group appointments by location to make the best use of your time, but Zoho CRM’s calendar doesn’t show where each meeting is happening. You’re left trying to remember

    • Explore the Redesigned Quotes Module in Zoho Billing

      Dear users, We’re excited to introduce a refreshed look for the Quotes details page in Zoho Billing! This update brings you a more efficient user interface experience without changing your existing workflow. We've enhanced layouts with organized tabs,

    • Updating custom fields in Zoho Projects

      Hi I am wondering if anyone has experience with custom fields in Zoho Projects. I am struggling to update the field using either deluge or the api endpoint. My code is: //custom_Map = map(); custom_Map = {"UDF_DOUBLE_1":"0.27"}; update_Map = map(); update_Map.put("custom_fields",custom_Map.toList());

    • Zoho Inventory - How to pay a supplier up front then receive multiple deliveries

      How do we manage situations where we pay a supplier up front, then the receive the products in increments? Example Workflow: Create Purchase Order > Receive Bill for full amount > Receive Items 2 or more deliveries. Currently, once a Bill is created against

    • Pin multiple columns and adjust column widths in CRM subforms

      Hello all, Subforms act as secondary forms or tables in which you can associate multiple line items to a primary record and thereby ensure more structured and comprehensive data organization. We've made some recent enhancements to subforms. Here's what's

    • How can I add or change the active customer in Zoho Projects?

      I'm trying to change the customer in an active Zoho project. Is it possible to add or change the customer?

    • Almacenamiento

      Hola, Quisiera saber como podría hacer para bajar el almacenamiento de 5gb a mis usuarios, en otras palabras los quiero ir limitando de la cuota real, y luego ir agregando poco a poco la cantidad hasta llegar a los 5gb que me dan en el plan free. 

    • What happens when someone clicks 'unsubscribe' in a zoho CRM email

      Hello, As per, i am going round in circles trying to find an answer to these 2 question. I have an email template that has an unsubscribe link in the footer in zoho CRM. First, what happens when someone clicks it - where does the contact get unsubscribed

    • Nimble enhancements to WhatsApp for Business integration in Zoho CRM: Enjoy context and clarity in business messaging

      Dear Customers, We hope you're well! WhatsApp for business is a renowned business messaging platform that takes your business closer to your customers; it gives your business the power of personalized outreach. Using the WhatsApp for Business integration

    • Zoho CRM - Scheduled Reports Which Contain Chart

      Hi Zoho CRM Team, I'm requesting that the Report Export and Scheduling feature be enhanced to include a chart, if one has been created on a report. At the moment I have a report which shows Sales This Week by Deal Owner and a pie chart at the top of the

    • Next Page