Requirements:
Salesforce Bulk API Access
Users' mailboxes need to be connected to sync to Ebsta: User Management
Access Forecasting from the main navigation bar in Ebsta's Console. Forecasting is a summary of all the forecasting submissions made by Managers and those of the individual sales reps. You can compare and contrast forecast submissions and use this as a starting point for a conversation about discrepancies if they are present. It allows you to see if there is a big difference between commit and upside. This helps you make strategic decisions.
By default Forecasting will displays all forecasts for the current quarter but you can use the filter to view a specific Revenue Type, Opportunity/Record Type, Product Type or a forecast for a specific month or quarter.
Quota Total Quota for the forecast period
Quota Attainment What percentage of their Quota has the Team achieved so far in the quarter (Total Closed Won in this quarter).
Ebsta Projection Forecasted attainment of Quota based on Projected Revenue (Weighted Sales Pipeline) for the period. Formula: Sum of (Deal Amount * Deal Score)
Commit Submission The Commit Forecast amount submitted for the forecast period. If you hover over this column, a submission history will be displayed.
Commit Submission Gap The total amount of revenue left to close to hit forecasted amount
(Forecast submission - closed won amount)
Commit Submission Coverage The ratio between the Total Pipeline Value and Commit Forecast for the forecast period (Total Pipeline / Submission Gap)
Upside Commission The Upside Forecast amount submitted for the forecast period. If you hover over this column, a submission history will be displayed.
Upside Submission Gap The total amount of revenue left to close to hit forecasted amount
(Forecast submission - closed won amount)
Upside Commission Coverage The ratio between the total pipeline value and Upside Forecast for the forecast period (Total Pipeline / Submission Gap)
Gap to Quota The difference between Quota and the Closed Won amount in the period
Total Pipeline Total amount of open Opportunities in the forecast period.
Pipeline Coverage The ratio between the Total Pipeline value and Gap to Quota for the forecast period
Required Coverage How much pipeline coverage is needed to reach target based on average win rate from the current and previous 3 financial quarters. Formula: 1 / Win Rate
Pipeline Gap How much more pipeline is needed to reach Quota based on the win rate.
Formula: Required Pipeline - Total Pipeline
Required Pipeline is calculated by multiplying the gap to quota by the required coverage.
Formula: Gap to Quota * Required Coverage
Note: You will need to use the horizontal scroll bar along the bottom to view all of the data.
Clicking on a user who has direct reports will open up a new tab allowing you to view the team submission. So here for example CEO Olivia Norman can click on James Worthington, the VP of Sales to view the submissions of his team.
James has three direct reports and each of their individual submissions are listed. The numbers displayed alongside each user denote the number of direct reports they have. Ebsta also displays the date of the last submission made (if applicable) by the rep.
You can switch between the tabs for easy comparison of teams. To close a tab, hover over it until a cross icon appears and click it.
Full Year View
The Forecasting product now supports a Full Year filter—giving a more strategic, long-range view of performance and pipeline coverage across entire financial years.
When the Close Date filter is set to a full financial year, the following adjustments are applied to the way key metrics are calculated:
Quota: The sum of specific monthly / quarterly quota's within the financial year.
Quota Attainment: The total percentage of Quota achieved so far in the financial year (Total Closed Won in this financial year).
Ebsta Projection: Forecasted attainment of Quota based on Projected Revenue (Weighted Sales Pipeline) for the financial year . Formula:
Quota: The sum of monthly or quarterly quotas within the selected financial year.
Quota Attainment: The percentage of Quota achieved so far in the year, based on the total Closed Won revenue within the selected financial year.
Ebsta Projection: A forecasted attainment of Quota based on Projected Revenue (Weighted Sales Pipeline). Formula: Sum of (Deal Amount * Deal Score) for deals within the financial year.
Commit Submission: The total forecasted Commit value for the year. It includes:
- Closed Won revenue from past quarters within the financial year (displayed in green)
- Forecast submissions for the current and future quarters (displayed in purple)
- Upside Submission: Follows the same logic as Commit Submission, using a distinct colour to represent Upside forecast data.
Pipeline Coverage: The ratio between the Total Pipeline value and the Gap to Quota for the financial year. Formula: Total Pipeline / Gap to Quota
Required Coverage The pipeline coverage needed to hit target, based on average win rate from deals closed during the current and previous three financial quarters. Formula: 1 / Win Rate