Customer Sales Forecasts and Targets
- Steve Evans
Sales Forecasts and Targets can be by either:
Customer Level
Customers/Product Level
Combination of both if Customer Level (Targets) and Product Level (Forecasts)
Targets - These are entered at the start of the year and can not be modified there after.
Forecasts - Entered at the start but these can be modified for future months, current and previous months can not be changed.
My Analytics
An overview of all Customers who have budgets is available under the Customer Profiles tab and then click the Customers Sales Target & Forecasts panel, This shows:
Customer (with hyperlink to customer detailed page)
Actual Invoiced Sales
Target Value
Forecast Value
(Theses are all based on the Accounting Year and the selected Reporting Up to Month)
Customer Page
Under the Sales Target & Forecasts Panel there are two data grids:
An overview across the accounting year with actual invoices Sales vs Targets and Forecasts
Actual Invoiced Sales will show in green once the month is complete.
The Target and Forecast Variance is highlighted as red if the actual sales are below.
If the system is set to Customer Only Level there is also a grid showing the product level sales totals for the selected Reporting Up to Accounting month.
If the system is Customer/Product Level this grid also shows if your up / down on your current Target and Forecasts based on the sales invoices values for each product.
There is a hyperlink to drill down further into the selected Products Sales for each month.
Customer/Product drill down data-grid by accounting month:
Editing Customer Forecast
For Customer only level there is a blue Edit button that allow users with correct permissions to edit the Future Forecasts for the accounting year. (Current and previous months can not be changed)
For Customer/Product level there is an Edit hyperlink (last column) on each Product.
Importing/Exporting
Importing along with see all existing Customer Sales Forecasts and Targets can be found in the menu of: Admin → Sales Target & Forecasts
Export has the option of:
Export Current Data
Export a templates based on current year
Export a template based on previous year.
For Customer level only Import Format is as follows if you want to enter one amount for the whole year and the import will automatically divide the amount across all 12 months.
Customer_ID
Forecast_Year
Target_Sales_Value
Forecast_Sales_Value
For Customer level only having separate Targets and Forecasts for each month, this has two import formats:
Format 1 - An Excel row one per customer and month.
Customer_ID
Forecast_Date (one record per accounting month)
Target_Sales_Value
Forecast_Sales_Value
Format 2 - An Excel row one per customer and the 12 Target and Forecasts months as columns.
Customer_ID
Forecast_Year
Target_Period1
Target_Period2
Target_Period3
Target_Period4
Target_Period5
Target_Period6
Target_Period7
Target_Period8
Target_Period9
Target_Period10
Target_Period11
Target_Period12
Forecast_Period1
Forecast_Period2
Forecast_Period3
Forecast_Period4
Forecast_Period5
Forecast_Period6
Forecast_Period7
Forecast_Period8
Forecast_Period9
Forecast_Period10
Forecast_Period11
Forecast_Period12
For Customer/Product Level Import Format is as follows:
Customer_ID
Product_ID
Forecast_Date (one record per accounting month)
Target_Qty
Forecast_Qty
Sales_Price
Cost_Price
Please note: The Target_Sales_Value and Forecast_Sales_Value are automatically calculated based on the Qty multiplies by the Sales_Price.
Imports are from the first sheet in the Excel document, usually this is called Sheet1
Importing will update existing records if they already exist otherwise they are added.
There is an import preview data-grid before finally committed the import.
There is also a Delete All option that will clear and remove all records (use with care)