Each Deal Stage has an associated Probability percentage. The weighted forecast value for a deal is: Deal Amount multiplied by Probability. A deal worth INR 10 lakhs at 60% probability contributes INR 6 lakhs to the forecast. The total forecast is the sum of all weighted deal values expected to close within the forecast period.
Deals are grouped into Forecast Categories: Pipeline (early stage deals), Best Case (likely to close), Commit (rep has committed to closing), and Closed (already won). Managers can view the forecast broken down by these categories and by individual rep, team, or region.
A Forecast in Zoho CRM is a revenue projection for a defined period, calculated by multiplying deal values by their stage probabilities. It gives sales managers a realistic estimate of expected revenue and helps identify whether the team is on track to meet its quota.
Pipeline shows the total value of all active deals at face value. Forecast applies probability weightings to those deals to produce a more realistic expected revenue figure. A pipeline of INR 1 crore with average 40% probability across stages translates to a forecast of around INR 40 lakhs.
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