Analyze: Forecast category changes
Who's this for:
Where to go: Deals > Analytics > Changes
Plan: Working with Gong Forecast requires a Forecast seat.
Use the Changes report to see how the total amount in each forecast category changes over the specified time period and for the selected line of business. The chart shows the reason for the changes in amount, such as whether the deal was pushed to a different month, or if it is new for this category.
Click on the graph bar to see changes, including warnings, deal activity, and deal change details.
Changes displayed inside each deal are based on the following 4 CRM fields: Forecast category, Stage, Close Date, and Amount. Change details include:
-
Progress or setbacks in deal movement for a time period selected
See left and right-facing arrows for details about deal development. Red arrows indicate a deal setback. Green arrows indicate positive development. Read tooltips for more details about the change.
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Increases or decreases in deal value for a time period selected
See upward and downward-facing arrows for details about deal value changes. Red arrows indicate the reduced value and green arrows indicate increased value. Read tooltips for more details about the change.
Changes are calculated by comparing the value of the deal at the beginning and the end of the selected period. Note that if the deal value is the same at the beginning and the end, any fluctuations during the time period are not shown in the chart.
The total amount of any forecast category can change over a period of time for many reasons. In the changes chart you see the changes in the amount for each reason, and whether these factors increased or decreased the total amount in the forecast category.
Often, a deal may have several changes which affect the amount over the selected time period. In this case, Gong ranks the reasons and displays the highest ranking change reason for that deal.
For example, a deal worth 150K in Most Likely has the following changes:
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The deal was moved to close a month earlier than planned
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The value of the deal was increased by 10K
In this example, the changes chart will show the total value of the forecast category was increased by 150K in the pushed in category. The 10K added to the deal is not included.
The tables below explain the reasons changes can happen in the forecast category amount, together with the ranking given to them.
|
Rank |
Reason |
Meaning |
|---|---|---|
|
1 |
Deleted |
Deal is deleted from the CRM |
|
2 |
Deal owner - added to team |
Deals where ownership was moved to you |
|
3 |
Deal owner - removed from team |
Deals where ownership was moved to somebody else |
|
4 |
Pulled out |
Deals that were pulled into an earlier month or quarter |
|
5 |
Pushed out (slipped) |
Deals that were set to close in the current period, but slipped to a later close date |
|
6 |
Pulled in |
Deals that were set to close in the future, but were pulled into the current period |
|
7 |
Pushed in |
Deals that were set to close in the past, but were pushed into the current period |
|
8 |
Actual sales |
Deals that were actual sales (closed-won) |
|
9 |
Lost |
Deals that were closed-lost |
|
10 |
Moved into category |
Deals that now match the forecast category criteria, as defined in the forecast board settings |
|
11 |
Moved out of category |
Deals that no longer match the forecast category, as defined in the forecast board settings |
|
12 |
New |
New deals, i.e. deals that were created and are set to close in the selected period |
|
13 |
Amount increased |
Deals where the deal amount increased |
|
14 |
Amount decreased |
Deals where the deal amount decreased. |