How to calculate “Closed” and “Pipeline”
In the [Forecasts] section, the “Closed“ and “Pipeline“ columns are calculated after you click [Calculate “Closed“ and “Pipeline“ columns]. To calculate “Closed” and “Pipeline” of the forecast, select the [Calculate “Closed” and “Pipeline” columns] option in the [Actions] button menu(Fig. 1).
Fig. 1 [Calculate “Closed” and “Pipeline” columns] option
As a result, the current forecast will begin calculating. After the calculation is finished, you will receive a notification on the communication panel. As a result, the [Closed], [Closed, %] and [Pipeline] columns will be filled in with the calculated values.
The [Closed] column is calculated as a sum of values from the [Opportunity amount] field of all the opportunities successfully closed within the specified time period.
The [Closed, %] column displays the progress percentage of the sales reps and divisions work. It is calculated as the ratio of the actual amount of the closed opportunities to the target amount ([Expected] and [Actual] columns).
The [Pipeline] column is calculated as the multiplication of the [Opportunity amount] and [Probability] fields on an opportunity page of all opportunities in the “Closed won”, “Closed lost”, “Closed rerouted” or “Closed rejected” within the specified time period.
Compare the target and closed values to assess the work performance of your sales reps and divisions, and to analyze the dynamics of your achievements within certain time periods.
See also
•How to configure the forecast view
•How to set access permissions for a forecast
•How to change the calculation for the “Closed” column in the [Forecasts] section
