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


    Nederlandse Hulpbronnen


      • Recent Topics

      • API Pagination Error: 'from' Parameter Limit

        Hello, I am encountering an error while paging through the Zoho Desk API results: Status code: 422 - {"errorCode":"UNPROCESSABLE_ENTITY","message":"The value passed for field 'from' exceeds the range of '0-4999'."} Is 5000 the maximum number of records

      • How to go to the next open ticket in the queue when agents closes ticket

        Zoho Desk When agent closes a ticket - eg when they choose 'Send and Close" - where is the setting that automatically redirects them to the next open ticket in the queue?

      • CRM verify details pop-up

        Was there a UI change recently that involves the Verify Details pop-up when changing the Stage of a Deal to certain things? I can't for the life of me find a workflow or function, blueprint, validation rule, layout rule ect that would randomly make it

      • Custom templates for calendar report

        What about being able to design custom templates for the calendar report, as well as for other types of reports? I think more users are waiting for this.

      • Print a price list or price book

        Hi Community. Am I right in concluding that Zoho has no functionality to print a price list from either Zoho CRM, Zoho Inventory or Zoho Books? I won't get stuck on the fact that Zoho doesn't sync price books between Zoho CRM and Books/Inventory (more

      • Disable payment thank-you emails

        Hello, can someone please tell me how to disable sending of the "Payment Thank-You" emails? 

      • Maximum tags possible in Contacts Records

        I read in some documentation that Zoho allows a total of 200 tags across all records. Is this correct? So is it not possible to have one tag per record for 500 records?

      • Any way to "Pay with Check" or "Refund with Check" for Credit Notes?

        When we have a Bill in Zoho Books, we can select the "Pay with Check" option which then allows us to print/cut the check directly out of Zoho Books. When we created a Credit Note and want to refund the customer, is there any way to Refund with Check,

      • CRM Mobile reports

        When our engineers finish a job they like to email the customer a job report. This is best done todate as an email template but we can find no way to include an image field from that module. Is there any other options?

      • When Zoho Tables Beta will be open to EU data center

        Hello all, We in EU are looking at you all using and testing and are getting jealous :) When we will be able to get into the beta also? We don't mind testing and playing with beta software. Thank you!

      • Start Form on a different page (i.e., hide form pages)?

        I have a Zoho form that uses the `Field Alias - Prefill URL` feature. My goal is to have a pre-filled field that directs the user to a specific starting page in the form. For example: The URL will have a field alias that will auto-populate a field with

      • How can we disable "My Requests"?

        We are not using this functionality in our system at all and our users get confused.

      • PayPal payment received recording problem

        Hi, A little while back one of our customers used the PayPal payment option to pay an invoice For some reason though the payment is showing up twice within the Payments section of the invoice! Instead of setting the invoice value to ZERO, it now shows a negative value Anyone else face this problem? I've checked PayPal and there is only 1 payment in reality... A bug? Actonia ps: for anyone from Zoho Customer Service or tech team,  its Invoice 785 in our account

      • string(87) "{"code":"INVALID_TOKEN","details":{},"message":"invalid oauth token","status":"error"} " grtting this error

        Using access token i am trying to add sales orders through api but it is throwing errors like the above i have mentioned. Please help me for that

      • How to mute chat notification sound by default in Zoho SalesIQ?

        We’ve recently embedded the Zoho SalesIQ chatbot on our website, and we’ve noticed that notification sounds sometimes play even when the visitor hasn’t interacted with the chat widget yet. We’re trying to understand two things: Why do these sounds occur

      • Kanban View for Projects.

        At our organization, we describe active projects with various statuses like "In Proofing" or "Printing" or "Mailing". In the Projects view, one can set these project statuses by selecting from the appropriate drop-down. While this works, it's difficult to view and comprehend the progress of all of your projects relative to each other in a table. Creating a Kanban view for projects where I can move them from one status to another allows me to see where each project is in the order of our workflow.

      • How to Hide Article Links in SalesIQ Answer Bot Responses

        I have published an article in SalesIQ, and the Answer Bot is fetching the data and responding correctly. However, it is also displaying the article link, which I don’t want. How can I remove the link so that only the message is shown?

      • Add RECURRING option when adding email to calendar events

        When you add an email to a calendar event, there is no option to make that new calendar event into a recurring event.  It is counterproductive to make an event from your email to then have to go to your calendar, find the event, and make it recurring. 

      • LINE Auto Message Connect to Zoho

        When I integrated LINE into the CRM, I was prompted to disable “Chat,” “Auto Response,” and “Greeting Messages,” and to enable the webhook. However, since I have already set up some auto-reply features in LINE, including Rich Messages and greeting automation,

      • Option to block bookings from specific email address or ip adresss in zoho booking

        Sometime few of our client keep booking irrelevant booking service just to resolve their queries and they keep booking it again and again whenever they have queries. Currently its disturbing our current communication process and hierarchy which we have

      • Threaded conversations for emails sent via automation

        Hi Guys, I hope you are doing well. Don't you guys think we should have an option in a workflow to notify users either as a new email or the previous email thread. For example, if you have one deal in the process and there are 10 different stages during

      • Create folder is fetch fails

        coming from zapier... zapier has a google drive task that searches for a specific folder in google drive, and if it fails to find the folder it will create a folder based on the search criteria, and contine along the singluar path of the flow. Trying

      • Meetups de Usuarios de Zoho - Noviembre 2025

        ¡Hola, Comunidad! Durante el mes de noviembre celebraremos los Meetups de usuarios de Zoho, encuentros presenciales pensados para quienes queráis mejorar vuestras estrategias de lead nurturing y aprender a sacar el máximo partido a herramientas como Zoho

      • Introducing 7 New Connectors in Zoho DataPrep!

        We’ve just made data management even easier - Zoho DataPrep now supports 7 new external connectors to help you build more robust, scalable ETL pipelines. Why it matters: ✅ Broader data access ✅ More automation, less manual work ✅ Smarter pipelines, better

      • Sales Order, Invoice and Payment numbers

        Hi zoho friends, it is me again, the slow learner. I'm wondering if there is a way to have it so the Sales order, invoice and payment numbers are all the same? It would be easier for me if they were the same number so there is not so many reference numbers

      • First day of trying FSM in the field.

        What we found. 1. with out a network connection we were unable to start a service call? 2. if you go to an appointment and then want to add an asset it does not seem possible. 3. disappointed not to be able to actually take a payment from within the app

      • Zoho Desk app update: AI powered features

        Hello everyone! We’ve introduced various AI-powered services on the Zoho Desk app. Let's take a look at what's new. Generate Content: Generate Content uses AI to formulate responses based on the your query and provides a ready-to-use reply which can be

      • How to Automate Email Sequence

        I'm having trouble trying to set up a workflow to automate an email sequence. Once a group of emails in a Task has been tagged by a certain tag, I want an instant email template to be sent. After 7 days with no response, another email template would be

      • Turning off the new UI

        Tried the new 'enhanced' UI and actively dislike it. Anyone know how to revert back?

      • Zoho Sprints Android v2.0.4 app update: Item reminders, archive Epics, Kanban projects, Epic progress

        Hello everyone! In the latest version(v2.0.4) of the Zoho Sprints Android app update, we have introduced various new features. Let's take a look at what's new! Item Reminder Stay organized and never miss an important date with the all-new Item Reminder

      • Credit Management: #3 Setting Credit Limit for Customers

        Think about that one familiar customer of yours who always buys on credit. They usually pay on time, maybe a little late here and there, but not alarming. So, you are fine saying, "Sure, pay later." Then, one day, they place a significantly bigger order

      • Adding Reports to Portals

        Is there a way to add Reports to portals so only the user can see report templates relevant to them?

      • Update on the client portal URL for Guest users

        We’re updating the way Guest users access their Connect network. As part of this change, all client organization portals used by Guest users will now be accessible through a dedicated domain specific to each data center. The access URLs mentioned here

      • Preserve Ticket Issue Mapping When Migrating from Jira to Zoho Projects

        Hello Zoho Projects Team, We hope you are doing well. We are currently exploring a full migration from Jira to Zoho Projects, and we identified a critical limitation during the migration process involving Zoho Desk integration. Current Situation: We use

      • Enhancements to Zoho Map integration tasks

        Hello everyone, We're excited to announce enhancements to the Zoho Map integration tasks in Deluge, which will boost its performance. This post will walk you through the upcoming changes, explain why we're making them, and detail the steps you need to

      • Unable to see Zoho contacts in Zoho app on ios

        Hi Support Team, I am a new user, I have created my account and installed zohomail app on iOS 16 which works. I was also able to import my Gmail contacts into Zoho Contacts, which I can see. The problem is that I can’t see these imported cobalts in Zohomail

      • Task Due Date greater than 10 years.

        We use recurring tasks in Projects where every week, month, year etc Some of our projects are greater than 10 years and we are unable to set a new due date because the difference between start date and due date is greater than 10 years. As an example

      • External User onboarding for zoho connect is not really intuitive.

        So the external user is sent an invite, which has a button that directs them to login to zoho to view the invite, but if they don't have a zoho account, they cannot access that invite, which seems kinda silly, as there is not real way on for them to create

      • Hosting external websites on Zoho?

        How can I host my external website on zoho? Do we have that option? I am currently with hostinger and am looking to switch to zoho. Kindly help. Thanks.

      • How to Add Time Formula Duration (hh:mm)

        Hi everyone — I’m trying to create a formula field in Zoho CRM that calculates the difference between a “Call Start Time” and “Call End Time” and displays the duration in HH:MM format (for example: 1:04 for one hour and four minutes). My current setup

      • Next Page