Opportunities Analytics
Expected Production Analytics
Overview
Section titled “Overview”Expected Production Analytics provides a forward-looking revenue forecast based on opportunity Estimated Close Dates.
This analytic helps teams understand expected production across upcoming weeks, months, quarters, or years.
What You’ll See
Section titled “What You’ll See”Expected Production Analytics displays:
- Weighted Forecast
- Best Case Forecast
- Already Won Revenue
The report also includes summary cards for projected production over the next:
- 30 Days
- 60 Days
- 90 Days
Users can toggle between:
- Period View - displays each reporting period independently
- Cumulative View - displays running totals over time to help visualize pacing towards revenue goals.
Accessing Expected Production Analytics
Section titled “Accessing Expected Production Analytics”To access Expected Production Analytics:
- Navigate to Opportunities
- Select the desired pipeline
- Click Analytics
- Select Expected Production
Available Filters
Section titled “Available Filters”- Date Range
- Pipeline
- Assigned Agent
- Grouping
- Period or Cumulative View
How It’s Used
Section titled “How It’s Used”Expected Production Analytics is commonly used for:
- Quarterly forecasting
- Revenue pacing conversations
- Rep-level forecasting
- Forecast confidence reviews
- Identifying opportunities missing close dates
Leadership teams often use the cumulative view to evaluate whether the team is pacing toward quarterly or annual revenue goals.
Best Practices & Important Things to Know
Section titled “Best Practices & Important Things to Know”Keep Estimated Close Dates Updated
Section titled “Keep Estimated Close Dates Updated”Expected Production Analytics relies entirely on the Estimated Close Date field.
Keeping close dates current improves forecast accuracy and ensures opportunities appear in the correct reporting periods.
Use Weighted Forecast for Operational Forecasting
Section titled “Use Weighted Forecast for Operational Forecasting”Weighted Forecast incorporates stage probability and is generally more useful for realistic forecasting than Best Case values alone.
Review Opportunities Missing Close Dates
Section titled “Review Opportunities Missing Close Dates”A large number of opportunities without Estimated Close Dates can significantly reduce forecast visibility.
The banner at the top of the report identifies opportunities currently missing Estimated Close Dates.
Estimated Close Date is Required
Section titled “Estimated Close Date is Required”Opportunities without an Estimated Close Date will not appear in this analytic.
Understanding Weighted vs. Best Case
Section titled “Understanding Weighted vs. Best Case”- Weighted Forecast uses stage probability to calculate a more realistic forecast
- Best Case Forecast assumes every opportunity closes at full value
The difference between the two represents forecast risk within the pipeline.
Drill Into Opportunities
Section titled “Drill Into Opportunities”Clicking a chart bar opens the Opportunities list filtered to the selected period and currently applied filters.
Troubleshooting
Section titled “Troubleshooting”My Opportunities Are Missing From the Report
Section titled “My Opportunities Are Missing From the Report”Check the following:
- The opportunity has an Estimated Close Date
- The close date falls within the selected date range
- The correct pipeline is selected
- The opportunity is active and not archived
Why Do the KPI Cards Not Match the Chart?
Section titled “Why Do the KPI Cards Not Match the Chart?”The 30 / 60 / 90 day KPI cards always calculate forward from today’s date, regardless of the chart’s selected date range.