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Bringing Revenue Intelligence to Salesforce

Have you ever tried to build furniture without the instructions? You can follow your gut and may end up with a completed project – but there will always be a few screws left over. Your sales team can feel like that too. Their CRM may show them the parts – but without the data and…

See how forecast submissions have changed with Ebsta Waterfall

Waterfall Chart shows how your team's commit and upside forecasts have changed, and more importantly - understand which opportunities drove this change.

The Ultimate Forecast Submission Tool for Managers

New view for managers to review their teams pipeline, inspect their opportunities and change the forecast status.

Product Release: Forecast Submissions

Empower reps, managers and leaders to take control of their forecast with the introduction of Forecast Submissions.

Inaccuracy in forecasting is an age-old problem. Often forecasts are made based on gut feeling, rather than having the insights necessary to give an accurate figure. Ebsta’s Revenue Intelligence Platform has brought all of these insights to the surface, and now with the introduction of Forecast Submissions, this process can be streamlined without reps needing to leave the platform.

Reps can confidently submit their forecasts with complete visibility of their pipeline. Combined with predictive forecasting powered by deal scoring, users can view the opportunities truly likely to close, then make commit and upside submissions from within the platform.

When combined, both features enable sales organizations to make decisions based on insight, rather than on a ‘feeling’.

The new Opportunity Manual Forecast toggle allows you to quickly assign a forecast group to opportunities based upon their stage, whether that be Pipeline (P), Upside (U) or Commit (C). 

Assign opportunities to Pipeline (P), Upside (U) or Commit (C)

The values for these categories are then automatically populated in the Forecast Submission tab. From here you can preview a calculated forecast for Commit and Upside opportunities which can be modified as you see fit before submitting your forecast. All submissions are then rolled up in the teams tab to make performance tracking even easier.

Review your pipeline and submit your forecast

Alongside being able to submit forecasts, Ebsta now provides visibility of these totals in relation to how you are pacing, giving you a complete overview of performance in relation to your quota. Submissions made via this feature instantly update your pipeline trend chart, where you will see the new additions of commit and upside submitted.

With Forecast Submissions (as well as inline editing), reps can now review their pipeline and manage forecasts without the need to interact with a cumbersome CRM. Using the user filter at the top of the pipeline trend chart, reps have the power to analyze their own pipeline, identify where improvements are required, and update their opportunity details, all within Ebsta’s Revenue Intelligence Platform.

Pipeline trend chart now updates with commit and upside submitted, allowing you to track how you are pacing compared to your quota

So not only can leaders benefit greatly from more accurate forecasts, but reps can now begin to extract the same level of insight and data into their opportunities to increase their chances of success.

Forecast Submission is available to customers with the following subscriptions today;

  • Professional
  • Ultimate

To begin empowering your reps (if you are not already using Ebsta) then get connected today.