Forecast: Manager Overrides
Manager Overrides allows Managers and Executives to adjust forecast data for anyone reporting to them. Clari will provide transparency into forecasting adjustment activity.
Note: Contact your Clari Customer Success Manager to enable Manager Overrides in Clari.
How Forecast Adjustments Work
The Forecast Override feature is an organization-wide setting. When enabled, manager overrides will be available for all managers across all Forecast tabs.
An Adjusted Rollup amount appears only when a manager has made adjustments to the call(s) of their direct reports. Every forecast call field (i.e. Commit, Upside, etc.) can be adjusted, and only 1 adjustment can be made per forecast call field.
The individual's forecast call(s) and the manager's adjusted forecast call(s) are both tracked in Clari with separate histories. Adjustments are not visible to the team member whose forecast has been adjusted; only the manager making the adjustment and those above the manager in the hierarchy will see the adjustment.
Adjusted Rollup: sum of forecasts including any adjustments made by a manager.
Team Rollup: sum of forecasts not including any adjustments made by a manager.
Forecast will track both the Adjusted Rollup and the Team Rollup.
Forecast Adjustment Example
Jason White is the VP North America, with 3 sales directors reporting to him. They have all submitted their forecasts.
Jason sees that Rebecca, Central Regional Director, is calling $12M. He believes that Rebecca is being conservative, and increases the Commit forecast to $12.5M (see that number under her call below).
When Jason clicks into the Commit forecast call for Rebecca (in the image below), the adjustment popup window appears. In this window, Jason enters his adjusted forecast call for Rebecca's Commit as well as a note with the reason for the adjustment.
- When he clicks save, Rebecca's Commit forecast call field shows the adjustment and the actual Commit forecast call from Rebecca beneath the adjustment. Remember, Jason and others above him in the hierarchy can see the adjustment. Rebecca and others below Jason in the hierarchy (i.e. Rebecca's team members) cannot.
- When Jason clicks on Rebecca's Commit forecast call field, the panel on the right side of Forecast will display the adjustment and the note Jason made along with the adjustment.
- When Jason clicks on his own Commit forecast call field, his actual forecast call will display with the Adjusted Rollup underneath it. The panel on the right side will show the Adjusted Rollup in addition to the existing Commit forecast, Team Rollup, and Closed amount.
