One of the business case to use CRM is to be able to predict sales and revenue figures accurately. Forecasts feature within SugarCRM helps the businesses with just that. The users can extract the forecasting worksheets based on a hierarchy level and time-period (say quarterly or yearly).
In the article we will guide in a step by step process of how to forecast within SugarCRM to create forecasting worksheets and configuring this feature to work. A user must have administrator access to configure forecasting module.
Steps to create a forecast report
Follow the below steps to configure and create forecast report within Sugar. The steps are listed in a sequential manner.
- As mentioned login to SugarCRM with administrator credentials only. This is because a non-admin user cannot configure forecasting worksheets.
- After logging in click on “Admin” settings as shown in below screenshot.
- In the administrator, setup scroll down and click on the forecast as shown below.
Forecasts settings with SugarCRM
When setting up the forecast, there are certain organization considerations. The set up is done in four steps. They are listed below.
- Time Periods
- Worksheets columns
The screenshot above shows forecasts settings drawer. Let us look at each of the four parameters and their significance.
Once you click on forecast settings it will pull down the forecast settings drawer with the front panel open which is time-periods the first option requires a time-period of either yearly or quarterly yearly the below screenshot show forecasts settings.
- Choose the number of future Time Periods to view in the worksheet – This number applies to the base Time Period selected. For example, choosing 3 with yearly time period will show 8 future quarters.
- Choose the number of future time periods to view in the worksheet.
- This number applies to the base Time Period selected. For example, choosing 3 with yearly time period will show 8 future quarters
With the above setting, time period is all set. Now let’s look at ranges.
Ranges are a way to club the probabilities in showing the forecast sheet. Let us look at how this is set up.
Two ranges will create include and exclude to be available in forecast module for filtering or grouping revenue line items or opportunities and charts you able to move the slider bar to change the include sales prospect and charts therefore whatever is left over is excluded.
Three ranges allow for up side in the forecast upside opportunities and revenue line items are not included in the forecast but they are used by the sales team to better predict forecast sales
Some sales organizations have multiple ranges so that they can forecasting for more than three ranges. With each range, you have the possibility to include exclude and even overlap other ranges.
Choose the Scenarios to include on the forecast worksheet. Likely is based on the amount entered in the module. Scenario is included automatically in the revenue line item and opportunity records because it’s the required field for these records. However, when you add the best and worst case scenarios it provides a broader range of sales information when working to make the forecast as predictive as possible.
So for this example we are going to add the best in worst case scenarios by clicking in the field and selecting each of these options these will automatically show up.
Understanding SugarCRM Forecast Worksheet
You can customize SugarCRM forecast worksheet as per your requirement. You can remove columns by clicking the “X” by the field name and add it by clicking the field, selecting the field name in the list notice . Once you are happy with your worksheet column, save at the top right.
The forecast ranges are locked once you save the first saved draft or commit action is performed within the forecast module. If at a later time the selections you made for the time periods or the ranges need to be changed, the only way you can accomplish this is at the expense of any existing forecasting data.
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