Sales Forecasting release notes
Summarize
Summary of Sales Forecasting release notes
The ServiceNow® Sales Forecasting application, introduced in the Yokohama release, enables organizations to project future sales and revenue by leveraging data from the opportunity pipeline. This application offers intuitive forecasting capabilities for sales representatives and provides a comprehensive dashboard accessible at all levels of the sales hierarchy. It supports setting and managing sales quotas for individual representatives and teams, tracking quota progress effectively.
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Important: Sales Forecasting must be installed via the ServiceNow Store.
Key Features
- Sales Forecasting Dashboard: Visualizes sales forecasts based on sales representatives' input and opportunity data, showing total opportunity amounts across different sales stages and time periods.
- Opportunity Categorization: Allows categorization of sales opportunities based on the probability of closing, enhancing forecast accuracy.
- Sales Team Hierarchy Setup: Enables configuration of sales teams and assignment of managers, facilitating forecasts at various organizational levels.
- Sales Quota Management: Supports assignment of quota targets to sales reps and managers for defined periods, with dashboard columns displaying quota targets and gaps.
- Forecast Schedule Automation: Provides a scheduled job to automatically update or create forecast data by fetching current opportunities on a set schedule.
Activation and Integration
To activate Sales Forecasting, customers must request and install it from the ServiceNow Store. This application complements other ServiceNow solutions such as Customer Service Management (CSM) and Opportunity Management, which support customer issue resolution and opportunity-to-quote conversion respectively, enhancing overall sales and customer service processes.
The ServiceNow® Sales Forecasting application enables you to project your future sales and revenue based on data from an opportunity pipeline. Sales Forecasting is a new application in the Yokohama release.
Sales Forecasting highlights for the Yokohama release
- Project future sales and revenue with intuitive forecasting by sales representatives.
- Access the Sales Forecast dashboard at all levels of the sales hierarchy.
- Set and manage sales quotas for individual representatives and sales teams.
- Track sales quota targets and their progress for individuals and sales teams across the hierarchy.
See Sales Forecasting for more information.
Sales Forecasting features
- View the Sales Forecasting dashboard
- Sales Forecasting uses data from the opinions and insights of your sales representatives reflecting how they feel about the deals in their pipeline. View the dashboard to see the sales forecast for your teams in various stages. You can see the total amount of opportunity in each stage for selected time periods or teams.
- Categorizing the sales opportunities
- Categorize the opportunities in the system based on the probability of closing the sales deal.
- Set up sales team hierarchy
- Set up the sales teams and assign managers to each team. Once the users, team, and opportunity data is added, and a selection of categories, you can calculate the forecast for any group or specific sales team and view the dashboard.
- Set up Sales Quota Management
- Assign quota targets to sales representatives and managers for specific periods. A Quota column displays the sales target for the managers and their team. The Gap column displays the remaining target amount to achieve the required quota target.
- Set up forecast schedule
- Create a forecast scheduled job to update or create the forecast data at a specific time or on a recurring schedule. The forecast scheduled job automatically fetches all the opportunities in the system and generates forecast data.
Activation information
Install Sales Forecasting by requesting it from the ServiceNow Store. Visit the ServiceNow Store website to view all the available apps and for information about submitting requests to the store. For cumulative release notes information for all released apps, see the ServiceNow Store version history release notes.