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.

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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.

Screenshot of Admin settings

  • In the administrator, setup scroll down and click on the forecast as shown below.

Screenshot of navigating to forecast settings in SugarCRM

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.

    1. Time Periods
    2. Ranges
    3. Scenarios
    4. Worksheets columns

Screenshot of forecasts settings drawer

The screenshot above shows forecasts settings drawer. Let us look at each of the four parameters and their significance.

Time Periods

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

Screenshot of Time Periods in SugarCRM

With the above setting, time period is all set. Now let’s look at ranges.

Forecast Ranges

Ranges are a way to club the probabilities in showing the forecast sheet. Let us look at how this is set up.

Screenshot of Forecast Ranges in SugarCRM

Two Ranges

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.

Screenshot of tow ranges in forecast settings

Three Ranges

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

Screenshot of three ranges in forecast settings

Custom Ranges

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.

Screenshot of Custom ranges forecast settings in SugarCRM

Scenarios

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.

Screenshot of Scenarios forecast settings in SugarCRM


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.

Screenshot of Forecast Worksheet in SugarCRM

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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