]project-open[ : @This Wiki

Welcome, Unregistered Visitor

Contact ·  Index · Login · Register


Remote Training
SaaS Service

3 registered users
 in last 24 hours

CRM Sales Forecasting

(Please click on the hexagons for more information)

The purpose of Sales Forecasting is to estimate the sales in the future as input to Resource Planning and Financial Planning processes.

Process Activities

  • Identification and collection of all potential projects for the forecasting period
  • Determine the overall business environment and macroeconomic factors
  • Estimation of volume, status and probability and for each potential project

Process Input

  • The list of all potential processes from CRM
  • The list new customer prospects
  • Historical data about the conversion rates of potential projects and correction factors (see below)
  • Rough estimation of the resources needed to execute the potential projects

Process Output

  • A forecast of sales in the forecasting period
  • A forecast of the resources required in the forecasting period
  • Correction to the estimation process: By comparing past estimated sales vs. real sales, the estimation process can be improved. In particularly, a correction factor can be calculated for the estimation parameters probability and volume of a project.

Process Support by ]po[

  • ]po[ can capture all sales leads and projects in a potential status using the standard core package.
  • Each project can be equipped with dynamic fields for probability, volume and status in the CRM sales pipeline.
  • Probability, volumne and status of projects can be shown in a portfolio view.
  • In resource management, a report is available showing the forecasted resource needs over different time periods (not yet implemented)
  • A number of indicators and statistics are available (not yet implemented).

Process Indicators

  • Forecasted 6 month revenues
  • Forecasted 6 month resource requirements
  • Correction factors (deviation between forecast and reality in the past) for project volume and probability per estimator.

Please take a moment to complete this form to help us improve our service.

Please only provide feedback in regards to content this page shows. For support inquiries please refer either to the Community Support forum at Sourceforge or check out our 'Professional Support'

Did this page help you to achieve your goal?

 Yes  No  Don't know

Please provide us with comments to improve this page:

How useful is the information?

 1  2  3  4  5


Demo Server
Modules & Functionality
Business Processes supported


Getting started
User Manuals
Configuration Manuals
Community Support
Professional Support


RSS Community / Sourceforge
Register for Newsletter

Get in touch


Creative Commons License This work is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 2.0 Generic License - Privacy Policy