Standard & Advanced Forecasting: "Mood Ring" Forecast
Sales people generally have a number in mind for what they "believe" they will close for a given sales period. The forecasting tools in NetCRM allow this "mood ring" prediction to be captured as an override, without tying the forecasted number to any specific opportunities or quotes so there is clear visibility throughout the sales organization. In addition, this mood ring forecast applies to each management level, allowing sales managers to override the forecast as entered by the rep based on their knowledge of the reps forecasting habits. So if a sales rep is notorious for sandbagging their forecast, the sales manager can take that into account and enter the realistic forecast amount for that rep so forecast accuracy up the management hierarchy is increased.
With Advanced Forecasting, the "mood ring" forecast is represented as a range of overrides corresponding to the forecast categories of low, commit and upside, further increasing the accuracy and reliability of the sales forecast. Each sales manager has the ability to commit their team to a number for each forecast category via the Sales Manager Forecast Editor.
