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Forecasts in Pega Sales Automation

Updated on February 14, 2019

Forecasting provides Sales Management with a summary of the pipeline for the year.

The forecast:

  • Is organized by fiscal quarter and category
  • Represents all the opportunities the sales representative is working on
  • Is used for planning and analysis of the pipeline
  • Displays the four quarters of the fiscal year along with the forecast categories

Sales Managers can see changes:

  • To the forecast over the past 90 days in real-time
  • To Amount, Close Date, and Sales Stage
  • That negatively impact the business, such as date slippages or decreases to sales values  

In addition, Territory owners can adjust the Stage, Amount, and Close Date, and set a forecast category on each opportunity. An operator with the SFAForecastUpdateAll permission can update the forecast for all opportunities.

Adjustments are visible to any user who owns a territory above the territory where the adjustment was made.

Forecast Demonstration

Forecasts provide many advantages that make work easier for the sales representative. In this demonstration, you see how Terry Mason, the sales representative, uses forecast.

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