Sales forecast

You can create weighted sales forecasts in Scopevisio.

Weighted potentials and quotations in the forecast

Scopevisio can calculate future incoming orders and sales using weighted probabilities from quotations and/or potentials.

This makes sales forecasts more precise than ever and changes in the status or evaluation of quotations are immediately reflected in the forecast. This provides managing directors and sales managers with a controlling and planning tool that is unique in this form.

Sales probabilities in potentials

You enter sales probabilities under information on potential . These are used for the forecast calculation.

Customize sales probabilities individually

You can change both the selection list and the associated percentages. In the old menu tree, select Global > System administration > System > Manage selection lists and expand the Marketing and leads section and click on Sales probability

In the new ribbon, select System menu > System administration > System > Manage selection lists. Expand the Marketing and Leads section and click on Sales Probability

Sales probabilities in offers

The sales probability is entered by the sales employee.

An additional weighting by the sales manager (VL weighting) can correct an over-optimistic estimate by the sales employee downwards.

Calculate weighting

Let's assume you have a potential of €1,350.00. According to the sales employee's assessment, the probability of sale is 25%. However, the sales manager or managing director only rates this as "half likely" in the forecast and therefore applies a weighting of 50%. 25% of € 1,350.00 is equal to € 337.50. 50% of this (12.5% of the original amount) equals € 168.75.

Let us also assume that the value 12 months is entered in the As-If-Salary field. The above values are therefore each multiplied by 12 in the as-if-salary calculation. The weighted amount is 12 times 337.50 = € 4,050.00. The weighted amount in the forecast is again 50% of this, i.e. € 2,025.00.

Forecast overview

Select Sales > Forecast > Total.

The forecast overview shows all offers and potentials including their weightings. Move the mouse over the table headings to see how the values are calculated and what they represent. The totals are displayed on the last page of the overview; there are arrows at the bottom right for scrolling.

You have the usual options to filter the filter the table show and hide columns (1), and create individual views (2), which can be used as work lists can be saved as worklists (3).

Mixed Forecast

Select Sales > Forecast > Total

For the first time, the sales project with all associated potentials and/or offers can be displayed and evaluated in a table. Use the selected document type to determine the display method as follows:

If you select the sales documents potential and/or quotation as the document type, you will receive the forecast in relation to the current sales document as before.

By activating the sales project, the sales probabilities of the associated documents are added together, which you can recognize both by the colour marking in the sub-process column and by the indented document name.

As this newly calculated sales probability belongs to the project, it is only displayed for the project, while the columns in the potentials and offers remain empty.

Forecast chart

Select Reports > Marketing in the old menu tree or Sales > Reports in the new menu tree.

1. See how the forecast is distributed between potentials and offers.

2. View the different weightings / phases and click on the links to see an overview of the relevant elements.

3. See your top leads and prospects and navigate via the links to the potentials and offers assigned to these contacts.

4. The forecast can also be displayed per employee and/or for a different reference date.

5. A tabular and/or cumulative overview is also available.

6. Call up a bar chart that visualizes the sales forecast.