Revenue forecast

This chart shows you your potential and actual revenue based on your sales pipeline and active projects. You can use this chart to judge if you are on course to meet your revenue targets. The timely insights from this chart will allow you to make adjustments to your business strategy, if necessary. For example, if you see that the sales pipeline is almost empty, you can scale up your sales effort to bring in more projects. If you have a robust pipeline, maybe you will need to hire more employees to make sure your projects are completed on schedule.

To ensure this chart is accurate, do the following:

  • Consistently update the sales stages as they progress, keeping an eye on target revenue versus actual revenue to see if the stages need updating.

  • Keep sales revenue accurate and up to date.

  • Keep your projects and opportunities resourced and track their time.

chart revenue forecast

number one red circle sm

Pin icon. Click to pin this chart to a board.

number two red circle sm

By default, data from all departments is used in the dataset. See Filter data by departments to learn how to remove specific department data from the dataset.

number three red circle sm

Revenue Type filter. This filter is only available if you have created two or more revenue types for your projects.

When the filter is applied, the following data will be affected:

  • Pipeline

  • Unplanned order book

  • Planned order book

  • Actual revenue

You can select more than one revenue type to filter on.

number four red circle sm

Revenue selector. Choose from the following:

  • Weighted revenue. This equals the order value of the opportunities multiplied by the sales probability value.

  • Revenue. This the actual order value of the opportunities.

number five red circle sm

Sales probability slider. Set this slider to filter out opportunities whose sales probability falls below a desired percentage.

number six red circle sm

The chart displays a bar graph for each month.

The following data is displayed in each graph:

  • Actual. This is the total amount of revenue that has already been invoiced.

  • Planned order book. This represents the value of the total number of hours planned for the month, including not only the planned hours, but also any time entries that have been entered on a timesheet but not yet submitted. For a more precise planned orderbook estimation, go to the Project Planning page and set the Type of hours selector to Actuals and Planned, which will show both draft and planned hours.

    This means that changes made to timesheets will impact the value of the planned order book for the current month.
  • Unplanned order book. This amount is based on the order value of deliverables that do not yet have hours planned against them. See Unplanned order book details for more information.

  • Pipeline. This represents the anticipated total revenue for the month, derived from the order values associated with pending opportunities. The data shown can be presented as weighted revenue, taking into account the sales probability of each opportunity in the pipeline. Note that when a project or deliverable is initiated for a pending opportunity, the order value of that specific deliverable or project is utilized to calculate the amount contributing to this category.

  • Gap. This is the difference between the Pipeline amount and the Actual amount.

  • Target. The expected revenue amount for the month in question.

  • Last year’s actual. The amount of revenue collected during the same month of the previous year.

Click on the month to view its Forecast details window:

chart revenue forecast forecast details

You can click the following line items to display a list orders for the month in question:

  • Pipeline

  • Unplanned order book

  • Planned order book

chart revenue forecast forecast details expanded

You can click an order to be taken to its opportunity card for more details.

chart revenue forecast forecast card

Filter data by departments

To select the departments whose data you want to visualize in the chart, do the following:

  1. Click the filter Filter button for the department filter. A dialog window will display with a list of the departments that you have configured for your company.

  2. Select the departments that you want to add to the chart.

  3. Click OK. The chart will refresh with the updated presentation.