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

    • 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.

    • Loading Project Balances in ZOHO Books for each project

      Hello, What is the best method for loading project balances actual and budget into ZOHO books to provide tracking to our project managers. We have projects and federal awards (also treated as projects) which span multiple years. We are converting from

    • Weekly Tips : Make collaboration effortless with Whiteboard in Zoho Mail

      Working with your team often means switching between emails, notes, and other applications just to explain an idea. Maybe you are trying to sketch a layout, plan a workflow, or quickly brainstorm ideas—with text alone, things can get confusing. So how

    • Zoho Sites "pages" management page

      I have 80 plus pages on zoho sites. When I go to the "pages" link to view and edit pages, They are not in any kind of order, so I spend lots of time searching for pages when I need to edit or create new. How can I change the view order of all my pages

    • Introducing the all-new email parser!

      Greetings, We are pleased to introduce to you, a brand-new, upgraded version of the Zoho CRM Email Parser, which is packed with fresh features and has been completely redesigned to meet latest customers needs and their business requirements. On that note,

    • Zoho Projects - Refine Access to Collaboration Menu

      Hi Projects Team, I noticed that Calendar, Chat and Meeting menu options in the Collaboration section are visible to client users, even when they don't have access to the features. This could be confusing and frustrating, because if it's there you expect

    • Zoho Projects - Add Feed to Project Tabs

      Hi Projects Team, I'm working on a lightweight communications requirement for one of my customers in relation to communicating with their client users via Zoho Projects. I noticed that the Feed is only available in the Collaboration section, but you can

    • Kaizen #217 - Actions APIs : Tasks

      Welcome to another week of Kaizen! In last week's post we discussed Email Notifications APIs which act as the link between your Workflow automations and you. We have discussed how Zylker Cloud Services uses Email Notifications API in their custom dashboard.

    • Extracting Images from a Zoho Creator Report into a Pages

      If you’ve uploaded images in a form and can see them in your report, you might also want to display those same images inside a Page (custom HTML page). This is useful for dashboards, profile pages, or any place where images should be visible dynamically

    • Zoho is blocking emails I subscribe to from one sender

      About 4 months ago I stopped receiving newsletters that I subscribe to from @thedispatch.com. They tell me that zoho's server is blocking them. I've added them to my contacts list, but they're not even reaching my inbox. I don't know how to troubleshoot

    • Introducing Formula Fields for performing dynamic calculations

      Greetings, With the Formula Field, you can generate numerical calculations using provided functions and available fields, enabling you to derive dynamic data. You can utilize mathematical formulas to populate results based on the provided inputs. This

    • Inactive Items - Make Less Prominent by Default

      Currently, when one marks an Item as "Inactive", it really doesn't do much of anything to hide it or get it out of the way. Search and reporting within Finance should, by default, hide inactive Items from standard reports, searches, etc. If one specifically

    • Items should display under specific warehouse

      I have configured the multi warehouse but it show all the items under all warehouse which is not correct according to our business logic, so i want that items should only display under that specific warehouse not under all the warehouses not even with zero quantity. Some items should be common but not all so is there any option for that purpose so i can specific the items to its warehouse. Regards

    • How to calculate GST based on "Ship To Address"

      We into the interior designing work, providing "Works Contract Services" to our clients across India. We are registered under GST in Maharashtra state. For works contract services as per the GST rule, we need to decide place of supply based on "Ship to

    • I NEED TO NUMBER TO TEXT NO HERE

      =NUMBERTEXT NEEED

    • Auto-fill New Row with Previous Row Values

      rowsize = input.Order_Items.count(); for each row1 in input.Order_Items { rowsize = rowsize - 1; if(rowsize == 1) { row.Door_Model = row1.Door_Model; row.Door_Color = row1.Door_Color; row.Materials = row1.Materials;

    • When I click on PDF/PRINT it makes the invoice half size

      When I click PDF / Print for my invoice in Zoho Books, the generated PDF appears at half size — everything is scaled down, including the logo, text, and layout. The content does not fill the page as it should. Could someone advise what causes Zoho Books

    • Python - code studio

      Hi, I see the code studio is "coming soon". We have some files that will require some more complex transformation, is this feature far off? It appears to have been released in Zoho Analytics already

    • API question - adding a thread to an existing ticket

      Hi Is there an API function for the customer to add to an existing ticket thread? example, customer puts in new support ticket. support replies and ask for more details. customer replies with more details -what api function is used for this (will add record append to same ticket number?) Thanks

    • Need to set workflow or journey wait time (time delay) in minutes, not hours

      Minimum wait time for both Campaigns workflows and Marketing Automation journeys is one hour. I need one or the other to be set to several minutes (fraction of the hour). I tried to solve this by entering a fraction but the wait time data type is an integer

    • Why is Zoho Meeting quality so poor?

      I've just moved from Office 365 to Zoho Workplace and have been generally really positive about the new platform -- nicely integrated, nice GUI, good and easy-to-understand control and customisation, and at a reasonable price. However, what is going on

    • 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

    • Qwen will be the new default open source Generative AI model for Zia

      Hello everyone, Zia Generative AI is transitioning from Llama (8B parameters) to Qwen (30B parameters) as the default model. This means that users who were using Llama as a GenAI service will now use Qwen. This upgrade was made with a vision to enhance

    • Calendar week view: Today + 6

      Is there anyway to have the calendar change dynamically based on the date? Due to the amount of events, we only display a week at a time, but towards the end of the week, we can no longer see ahead to next week (without changing it manually every time).

    • How to restrict user/portal user change canvas view

      Hi , I would like to restrict user / portal user change their canvas view because I hide some sensitive field for them. I dont want my user switch the canvas view that do not belong to them But seems Zoho do not provide this setting?

    • Introducing parent-child ticketing in Zoho Desk [Early access]

      Hello Zoho Desk users! We have introduced the parent-child ticketing system to help customer service teams ensure efficient resolution of issues involving multiple, related tickets. You can now combine repetitive and interconnected tickets into parent-child

    • How to add to Subforms via Zapier with Zoho Writer?

      I have the following layout for a Zoho Writer Document. As you can see there is a repeating subform taking in "Items". I am trying to make a Zapier integration with it, and I can see there is 1 field saying: "Items", but it does not specify how I'm supposed

    • Contrôles administratifs granulaires : un atout pour la sécurité des e-mails

      La moindre erreur dans votre système de messagerie peut coûter très cher à votre entreprise, tant en argent qu’en conformité et en image de marque. Pour beaucoup d’organisations, ce risque est bien réel. Les e-mails véhiculent quotidiennement des informations

    • Marketer's Space: Why mobile optimization deserves a place in your email strategy

      Hello Marketers, Welcome back to Marketer's Space! Today, we'll talk about the importance of creating mobile-friendly email designs. While mobile phones were once used only to make phone calls, today they're used for almost everything, including texting,

    • Collections Management: #6 Realign Customers who gets back In-Term

      Arun stared at the subscription list on his dashboard. Another account had just been moved to Cancelled status after completing the whole dunning process. Nothing unusual, just that payment failures happen, retries fail, and cancellation is the expected

    • Zoho Mail IP Blacklist

      I need problems with send mails: Error: junk mail rejected - sender4-op-o10.zoho.com 136.143.188.10, is in RBL. Spamcop. Please remove FQDN for blacklist. Regards.

    • I can receive but not send emails

      Hello, I've been not able to send emails for almost a year now. I been using alternate email to do this. I want to know how to fix this so I can use my zoho account normally again.

    • The challenge of 24/7 connectivity: Being present and meeting customer expectations

      Before television entered our homes, radio was our window to the world. We had to tune carefully to catch voices from distant places. When television arrived, the world began to grow smaller. We can watch rocket launches, see the goal that wins our favorite

    • How to download all attachments from inbox, send, other folders in one go

      Hi All, Appreciate if anyone could help me with steps for below requirement. How to download all attachments from inbox, send, other folders in one go. Even mapping to new folder will help me. Thanks in advance.

    • Cannot connect mail accounts to Thunderbird

      Hi Support - I'm attempting to add my mail accounts to Thunderbird but I'm getting an unable to login to server error. I tried to use the password associated with my account I received the unable to login error. So I went into Zoho Accounts and generate

    • Alias Email Id already exists

      Hi, I just verified my domain sesque (dot) com and now I am trying to create the admin account using admin (at) sesque (dot) com, but I am getting an error saying "Alias Email Id already exists". I used to have another Zoho account with this email address,

    • Unable to connect to smtp server, connection timed out

      Hi Team, I am facing below issue, while sending out emails from thunderbird client. It used to work, facing this issue from morning. Error: Sending of the message failed. The message could not be sent because the connection to Outgoing server (SMTP) smtp.zoho.com

    • javax.mail.authenticationfailedexception 535 authentication failed

      Hi, I am facing 535 authentication failed error when trying to send email from zoho desktop as well as in webmail. Can you suggest to fix this issue,. Regards, Rekha

    • Client Portal ZOHO ONE

      Dear Zoho one is fantastic option for companies but it seems to me that it is still an aggregation of aps let me explain I have zoho books with client portal so client access their invoice then I have zoho project with client portal so they can access their project but not their invoice without another URL another LOGIN Are you planning in creating a beautiful UI portal for client so we can control access to client in one location to multiple aps at least unify project and invoice aps that would

    • Zoho Creator customer portal users

      Hi, I'm in a Zoho One subscription with our company. I'm running a project now that involves creating a Zoho Creater application and using the Zoho Creator Customer Portal.  At most we need 25 customer portal users. In our Zoho One plan we only get 3

    • Next Page