Sales Force Automation
Standard and Advanced Forecasting
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NetSuite provides sales teams with the tools companies' large and small need to manage their forecasts. For companies with basic sales and revenue forecasting needs, probability based forecasting offers weighted measurement of pending opportunities, quotes and orders. And for companies needing more sophisticated sales and revenue forecasting tools, Advanced Forecasting adds the means to triangulate and better predict sales forecasts using forecast categories and deal ranges.
Advanced Forecasting makes the next generation of sales and revenue forecasting more reality based with a system of checks and balances that triangulates the sales forecast in a single dashboard view. This single view, called the Sales Management Portlet, combines a real-time view for the forecast from rep to manager including the following:
Simple or complex, you'll create more accurate and reliable forecasts with NetSuite thanks to:
- A calculated forecast based on the opportunities, quotes and orders in the system
- A "mood ring" and override forecast which the sales reps & managers predict for themselves
- The inclusion of bookings and recurring revenue projections in NetSuite
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- Make sales more predictable with the next generation of forecasting that is more reality based—with a system of checks and balances that triangulates the sales forecast.
- Fine tune your forecast accuracy with forecast categories and the ability to enter a sales range for each open deal, enabling sales reps and managers to provide the most accurate forecast for the sales period possible.
- Overcome often inaccurate sales process probability logic, sales rep sandbagging, and other dynamic challenges that cloud sales forecasting within a company thanks to "mood ring" forecast overrides.
- Keep current with up to the minute forecast and sales results on your dashboard with real-time key performance indicators and graphical report snapshots.
- Segment sales according to the sales team you want to view. Expand, collapse, access or hide using the management hierarchy defined via the Sales Management portlets.
- Get true forecast visibility, rather than just pipeline, because NetSuite CRM+, with integrated order management, includes actual sales as well as projections of recurring revenue in forecasts while other vendors don't.
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- The Sales Management portlet on the Forecast Dashboard provides a single, hierarchical view of the sales organization that can be expanded to show details down to individual reps or can be rolled up for summary views of each sales team, by manager. So you know exactly how the sales team is performing, at every level.
- Calculated sales and revenue forecasts display all opportunities, quotes, and orders, including such key information as the projected amount, probability of close and weighted amount for each of these transactions.
- The forecast editor allows sales representatives to view their forecasts on a monthly basis and make adjustments if needed, based on the changing nature of their deals.
- The "mood ring" forecast enables sales people to indicate what they believe they will close for a given sales period. NetSuite captures the "mood ring" prediction as an override, without tying the forecasted number to any specific opportunities or quotes.
- Key performance indicators (KPIs), such as open opportunities, opportunities won, and opportunities lost, provide real-time forecast metrics. You can also compare KPIs against past sales periods.
- Report snapshots provide Dashboard summaries in graphical or list format.
- Numerous built-in reports offer detailed forecast analysis. In addition, reports can be customized according to the needs of your business.
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