> ## Documentation Index
> Fetch the complete documentation index at: https://docs.saphion.co.uk/llms.txt
> Use this file to discover all available pages before exploring further.

# Forecast

> See whether you will hit your sales target, and what moved in your pipeline.

CRM has two reporting dashboards, both in the Reporting group of CRM's sidebar. They read your Opportunities live, so they are always current.

## Forecast

**Forecast** answers one question: will we hit the target? Choose a period at the top.

**Will we hit the target** is a strip of six figures:

| Figure | What it shows |
| - | - |
| **Target** | What you aim to win in the period. |
| **Closed won** | The value won so far, as a share of the target. |
| **Gap to target** | What is still to win. |
| **Commit** | Open value in the Commit forecast category. |
| **Best case** | Open value in the Best case category. |
| **Weighted pipeline** | Open value weighted by each Opportunity's probability. |

Beneath the strip are:

* **Expected close by month**, a chart of open value by when it is expected to close, stacked by forecast category, with the target as a line.
* **Owners against target**, a table of each person's target, wins, gap and commit.
* **Open opportunities behind the forecast**, the opportunities themselves. Open one to see it in the record panel.

Each Opportunity's forecast category follows its stage, so moving an opportunity changes the forecast. Setting or changing a stage's forecast category in CRM settings gives it to the Opportunities already at that stage, except any where someone chose a category themselves. An open stage with no forecast category leaves its Opportunities out of Commit and Best case, so the **Forecast setup** card counts them: set one per stage in CRM settings. See [Opportunities and pipeline](https://docs.saphion.co.uk/crm/opportunities-and-pipeline.md).

## Sales targets

Sales targets are set here, on the Forecast: choose **Set sales target** (or **Manage sales targets**) at the top of the page to plan the value of Opportunities you aim to win this financial year. An Organisation Admin or a Manager of CRM can set the Organisation's, any team's and any person's target. A team's owner can set targets for their team and its people, never their own. Everyone else can view them with **View sales targets**. A figure with no target to read offers the same way to set one.

## Pipeline changes

**Pipeline changes** shows what moved over a period. Choose the window, such as since your last review, this period or a custom range.

* **What moved** counts **New**, **Imported**, **Increased**, **Decreased**, **Won** and **Lost**, each as a number of opportunities and a value.
* **Imported** is open opportunities loaded as history in the window. They are never counted as New, and history already won or lost adds nothing.
* **Expected close** counts opportunities **Pulled in** and **Pushed**.
* A waterfall chart runs from the pipeline at the start of the window to the **End pipeline**.
* **Opportunities that changed** lists each opportunity once, with its net change over the window.


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