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Forecast categories and the leaderboard

Mark each open deal as Commit, Best case, Pipeline or Omitted, and rank people or teams by how close they are to target.

Two more tabs under CRM > Forecasting.

Forecast categories

The Forecast categories tab groups your open opportunities by how sure you are of them.

Set a category

1. Open Forecasting > Forecast categories.
2. Find the opportunity in the Open opportunities table. You can filter by Category and by Expected close from / to.
3. Use the drop-down in the Category column. A message confirms the change.

If you do not have permission to edit opportunities, or the Opportunities module is off, the category is shown as text only.

Read the totals

For each currency you get three headline figures: Commit, Commit + Best case, and All except Omitted. A table below lists each category with its Open count, Amount and Weighted value, and a final row for the Whole open pipeline.

Each opportunity counts once, in its own category. The weighted value is amount multiplied by probability. No extra weights are applied, and currencies are never added together.

Leaderboard

The Leaderboard tab ranks active targets by attainment.

1. Choose People or Teams.
2. Set As of if you want a past date, and choose how sales are credited: Invoice creator (default) or Opportunity owner where linked, otherwise creator.
3. Read the table: Rank, the person or team, Period, Actual, Target, Attainment and Difference.

Ranking is done separately for each currency and period type, so a year target is never ranked against a month target. Equal results share a rank. A row shown as not comparable (a branch-limited view) is listed without a rank.

Good to know

• Both tabs read the same figures as the Attainment tab.
• Changing a category does not change the opportunity's stage or probability.