When sales reps create opportunities and estimates, they place each record into one of three categories: worst case, most likely, and upside. Sales reps continue to work for the best deal they can close regardless of what the manager thinks is a more likely outcome. ![]() ![]() Sales reps cannot see manager overrides to their forecasts. The Manager Forecast Editor uses the judgement and experience of sales managers to know how accurately individual reps report their sales and pipeline. Sales managers can use the Manager Forecast Editor to enter override forecasts that roll up into reports viewed by successive levels of your organization. To ensure that the company-wide forecast is accurate, reps should review and update their forecasts on a regular basis. When a reps saves their forecast, NetSuite creates a snapshot of the rep's best prediction of their sales at that point in time. If the calculated forecast does not match what a sales rep anticipates for their sales numbers, they can override the forecast with the Forecast Editor. No one has a better feel for their sales forecast than the sales rep. For example, an opportunity with a total of $1000 and a 40% probability of close would have a weighted forecast amount of $400. If you use weighted forecasting, the calculated amount for each opportunity or estimate is multiplied by the probability of close. Unbilled sales orders that have not been converted to cash sales or invoicesĬash sales and invoices within the time period you are forecasting ![]() Opportunities with no estimates attached or with estimates that are not set to be included in the forecastĮstimates set to be included in the forecast that have not been converted to closed sales NetSuite calculates your sales forecast as the sum of the following: As sales reps create opportunities and close deals, NetSuite automatically includes these amounts in your sales forecast. The NetSuite forecasting feature is simple to use and available with little set up required.
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