Configuring Forecast and Quota Settings

 Before setting up forecasts and quotas, you must set up your team hierarchy, the forecast period, and the forecast category. This must be done under Forecast and Quota Settings.  

Navigating to Forecast and Quota Settings

 Follow these steps to navigate to Forecast and Quota Settings:

1. Log in to your CRM account.
2. Click the User Menu on the top right corner of the screen.
3. Click Settings.
4. Look for the Marketing & Sales section.
5. Select Forecast and Quota Settings.

Forecast and Quota Hierarchy

Build your team hierarchy before you start off with setting up forecasts and quotas. Forecast and Quota Hierarchy is the tree structure of your team.

Adding users to forecast and quota hierarchy

 Follow these steps to add users to your team hierarchy:

1. Log in to your CRM account.
2. Click the Main Menu.
3. Go to Sales.
4. Select Forecast and Quota.
5. Click the Settings icon on the top right of the page.
6. Click the Forecast and Quota Hierarchy tab.
7. Drag and drop users from the right column on the hierarchy to add them.

Configuration

Forecast and quota period

You have the option of configuring the Fiscal first period based on the financial year and not the calendar year. You can configure the financial year in Settings > Company Details using the Financial Year Starts in Month field. 

Here are a few points to note:

• The difference between Calendar Quarters and Fiscal Quarters.
  • Calendar quarters correspond to the standard calendar year. This means that the first quarter always begins with January 1st and the fourth quarter ends with December 31st.  
  • Fiscal quarters coincide with a company's fiscal year – and they don't always align with a calendar year. 
• Non-standard Fiscal Quarters
  • If a company’s fiscal quarters don’t align with regular fiscal calendar years (shown above), it has non-standard fiscal quarters. Non-standard fiscal quarters are common for companies with highly seasonal revenue streams. 
  • Consider the following examples:
    • A children’s toy company may generate over half of its net revenue during Q4.
    • Apple’s fiscal quarters cover the following months:  
      • Q1: October, November, December
      • Q2: January, February, March
      • Q3: April, May, June
      • Q4: July, August, September

You can configure the following fields related to the forecast and quota period.

Forecast adjustments

As a sales manager, you can make adjustments in deal amounts that were won or lost by a team member. Adjustments are not visible to sales team members. 
  

 Enabling adjustments

Before you try to make adjustments to forecasts, you must enable adjustments. Follow these steps to enable adjustments:

1. Log in to your CRM account.
2. Click the Main Menu.
3. Go to Sales.
4. Select Forecast and Quota.
5. Click the Settings icon on the top right of the page.
6. Click the Configuration tab.
7. Enable the checkbox for forecast categories under the Adjustable column under the Forecast Category block.

Skip to this section to read more about forecast categories and adjustments.

Setting up adjustments

Follow these steps to make adjustments to deal amounts:

1. Log in to your CRM account.
2. Click the Main Menu.
3. Go to Sales.
4. Select Forecast and Quota.
5. Click on a deal amount displayed in a forecast category column in the Forecast Summary table.
6. Hover on a row and click the Edit icon under the Adjusted Amount column. 
7. Enter the adjusted (new) amount. 
8. Click the checkmark.

Skip to this section to read more about adjustments.

Forecast category

In Vtiger CRM, forecast scenarios are referred to as Forecast Categories.  

Below are the default forecast categories and the sales stage mapping in Vtiger CRM.

Other actions you can perform on forecast categories