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Forecast – Functional Guide ​

Introduction ​

The Horilla CRM Forecast Module is a sophisticated feature designed to streamline sales forecasting and target management within the CRM ecosystem. It provides a comprehensive, intuitive interface that empowers businesses to set revenue and quantity targets, track performance against goals, and gain visibility into sales pipeline metrics. This module supports customizable forecast types, fiscal-year-based navigation, period-based target setting, role-based target assignment, and real-time achievement tracking.

Key Features and Functionalities ​

1. Forecast Types Management ​

Purpose: Define and manage different categories of forecasts to align with business objectives.

Accessing Forecast Types ​

  • Navigate to Settings → Forecast → Forecast Type.
  • Displays all configured forecast categories in a list.

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Viewing Forecast Types ​

  • Columns displayed: Forecast Type Name, Forecast Type (Deal Quantity or Deal Revenue Amount), Is Active.
  • Actions: Edit or Delete each forecast type.

Creating a New Forecast Type ​

  • Click New to open the creation form.

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  • Fill in:
    • Forecast Type Name (required)
    • Forecast Type (required) — Deal Revenue Amount or Deal Quantity
    • Description (optional)
    • Filter Opportunities — configure advanced filtering conditions using Field, Operator, Value, and Logical Operator. Click + Add More to add multiple conditions.
  • Click Save.

Managing Existing Forecast Types ​

  • Use the search bar to locate specific forecast types.
  • Edit using the pencil icon or Delete using the trash icon.

2. Forecast Targets Configuration ​

Purpose: Set and manage performance targets for team members across specific periods and forecast types.

Accessing Forecast Targets ​

  • Navigate to Settings → Forecast → Forecast Target.
  • Filter the list using Forecast Type and Forecast Period dropdowns at the top.

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Viewing Forecast Targets ​

  • Columns displayed: Assigned User, Role, Target, Actions.

Creating a New Forecast Target ​

  • Click Set Target to open the target creation form.

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  • Toggle options to simplify bulk entry:
    • Role-Based Assignment — enable to assign targets by role; the user list filters to only users with the selected role.
    • Same Period for All — apply a single period across all target rows.
    • Same Forecast Type for All — use the same forecast type for all rows.
    • Same Target for All — set a uniform target value for all rows.
  • Per-row fields (shown when corresponding toggle is off):
    • Select User
    • Select Period
    • Select Forecast Type
    • Enter Target Amount
  • Click + Add More to add additional rows for multiple users or periods.
  • The system validates for duplicate combinations (same user + period + forecast type) and prevents saving duplicates.
  • Click Save to finalize.

Managing Existing Targets ​

  • Edit targets using the pencil icon or Delete using the trash icon.

3. Forecast Dashboard and Performance Tracking ​

Purpose: Provide real-time visibility into forecast achievement, pipeline health, and period-over-period performance.

Accessing the Forecast Dashboard ​

  • Click Forecast from the main left sidebar.

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Dashboard Filters ​

  • All Users dropdown — filter the dashboard to a specific user.
  • Fiscal Year selector — navigate between fiscal year instances using Previous and Next controls. Defaults to the current active fiscal year.
  • Forecast Type tabs — toggle between configured forecast types; each tab shows its own metrics.

Dashboard Metrics ​

Overview Row (Total — all periods):

  • Target, Achievement (progress bar with closed amount / target and percentage), Gap, Closed, Commit Forecast, Best Case, Open Pipeline.

Period-by-Period Breakdown:

  • Each period (e.g., January 2025, February 2025) is shown as an expandable row.
  • Each row shows: Target, Achievement, Gap, Closed, Commit Forecast, Best Case, Open Pipeline for that period.

Expanded Period View:

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  • Shows the period total in the first row.
  • Lists each individual team member's contribution with their own Target, Achievement, Gap, Closed, Commit Forecast, Best Case, and Open Pipeline values.

Opportunity Detail Modal

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  • Clicking any Closed, Commit Forecast, Best Case, or Open Pipeline value opens a modal popup listing the opportunities that make up that figure.
  • The modal is organised into four tabs: Closed, Committed, Best Case, and Open Pipeline.
  • Each tab displays the opportunity name and its amount (or quantity for quantity-based forecast types).
  • Clicking an opportunity name navigates directly to that opportunity's detail view.
  • This works at the total row level, at each period row level, and at the individual user level inside an expanded period.