The CRM records are accessible to the users in an organization based on their roles. The user at a higher hierarchy will be able to view the subordinate's record, that is, the record visibility is per the role hierarchy. A role hierarchy has multiple roles and sub roles. In Zoho CRM, you create a forecast target for the top most role in the hierarchy, i.e. for the organization. Forecast targets are then set for the other roles in the hierarchy and the users in those roles.
At first, a user with the administrator profile has to configure the organization's forecast settings in the Zoho CRM account. The settings include:
You can create forecast for a specific quarter/month only once. You can however modify the existing forecast details.
In Zoho CRM, forecast is created for the top most role in the hierarchy, i.e. for the organization. Forecasts targets are then set for the other roles in the hierarchy and the users in those roles.
To create forecast for a quarter/month
You can drill down to each sub role and set targets for the sub roles, its managers and users. The targets for sub roles and its managers can be set at the time of creation of the forecasts. However, if you haven't set a target for them, you can still do so by editing the sub territories.
For example, Zylker Inc has two roles- Manager and Sales Manager which are sub-roles to the CEO. The following users are part of these roles:
Role | Users |
Manager | Rachel (Role Manager) |
Tabitha | |
James | |
Sales Manager | Ross (Role Manager) |
Mike |
To set target for sub roles
There are two options to compute the Target Amount, Achieved Amount, Pipeline Potential, Target Achieved in Percentage, Shortage in Percentage and Target Mismatch when you view the forecast for a month/quarter.
Based on your role, you will be able to view the forecast details and drill down through the forecast targets of other levels in the role hierarchy. The CEO (top most role in the hierarchy) will be able to access all forecast targets set for other sub roles and its users. Whereas, Sales Executives may only be able to access their individual targets and the target set for their role.
Learn how to use the best tools for sales force automation and better customer engagement from Zoho's implementation specialists.
If you'd like a personalized walk-through of our data preparation tool, please request a demo and we'll be happy to show you how to get the best out of Zoho DataPrep.
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