The Sales->Forecast page has a column for Forecast Submissions. There is a submit/update button that allows the user to submit their latest forecast for a particular month. And they can “update” their forecast not by editing a past submission for the particular month, rather but superceding a new submission over the previous ones. I assume this is meant to provide a mechanism to see/track the history of the forecast changes for that particular month. So far so good.
You will notice next to the update button there is an amount. Which seems to be a reflection of the sum of all the latest forecast submissions for the period chosen (quarter in this case).
Here is my question – that amount does not take into account actual performance in the quarter. For example, we are in March now. The forecast submission for one user is shown as $145k. That is comprised of a $40K submission in February and a $105K submission in March. February however is behind us. The user in this cases did NOT close the $40K. So his “updated” forecast for this quarter should be $105K – what’s left. Given this setup, what is the point of this Forecast Submission column? A sales manager cannot look at the amount and rely on it as the user’s forecast for period (quarter). And it doesn’t reflect the accuracy of the user’s forecasts vs actual. So…what’s the point?
How are you using this page and feature? Am I missing something in how it’s supposed to be used?
