Account-Based Forecasting lets you create a forecast at the account level. This is helpful for predicting revenue, especially if portions of the revenue are variable or consumption-based.
In this article, you will learn how to submit an account forecast. This article includes:
You must be a Salesloft user with forecasting enabled for your team.
You must have Premier access to create and update an Account Forecast.
Ensure that your Salesforce account is linked to Salesloft and that the relevant custom fields are set up.
To submit your forecast, follow these steps:
- In the Salesloft top menu, hover over Workspace. A dropdown menu will appear. Select Deals.
- Click Forecast in the Deals product area of Salesloft and click on Account Segments.
- Click Submit Forecast above the upper-right corner of the dashboard. This will open the Submit Forecast window.
- Type your forecasted amount in the Your Forecast text box.
- (Optional) Add Notes that are paired with your forecast submission. These notes could explain how you arrived at your current forecast or provide more details about the progress you’re making and set future expectations.
- Click Submit. Once submitted, this forecast amount will appear as your Forecast metric value and will roll up to your manager’s forecast amount.
Things to Note: You cannot edit existing Forecasts that have previously been submitted, only current submissions.
You can forecast up to four quarters out.
The Account Forecast is linked to the Account Pipeline view in Salesforce, so you can easily see the deals that are contributing to your forecast.
Your manager can also override the forecast values.
- Review your team's forecast to get a holistic view of your projected revenue.
- Use the forecast data to make informed decisions about your sales strategy.
- Track your progress against your goals and make adjustments as needed.
