Forecast Flow

docs

Forecast Flow shows how deals move between forecast categories — Pipeline, Best Case, Commit, Closed Won, and Closed Lost — over any time period you choose. While Pipeline Flow tracks what entered and exited your pipeline, Forecast Flow tracks how deals shifted within it.

To open Forecast Flow, go to the Flow View and select Forecast Flow from the dropdown menu.

The summary table

At the top of the page, a summary table shows a before-and-after comparison of your pipeline by forecast category. For example, with the change period set to the last seven days:

• Seven days ago: 0 closed, 0 commit, 24 best case, 44 pipeline
• Today: 6 closed, 19 best case, 36 pipeline, 8 lost

The change column shows the dollar amount and percentage change for each category. The same data appears as a comparison bar chart on the right — a visual read on which categories grew or shrank.

Every number in the summary table is clickable. Click to see the specific deals — which six were won this week, which eight were lost, or which deals are currently in best case.

The detailed flow matrix

Below the summary is the detailed flow matrix. This shows exactly how every deal moved between forecast categories during the change period.

How to read it: Start on the left column, which shows where deals were at the beginning of the period. Read across to the right to see where they ended up.

For example, if you started with 24 best case deals seven days ago:

• 5 were lost
• 2 were demoted back to pipeline
• 14 are still in best case
• 2 were closed won
• 1 was pushed out of the period

The bottom rows show new deals created during the period and deals moved in from other time periods. Adding the stayed-in deals plus new plus moved-in gives you the current total for each category.

Cumulative amount changes

Each box in the matrix also shows the cumulative dollar amount change for that group of deals. For example, 36 deals currently in pipeline may have collectively increased by $352K during the period — even though they didn’t change forecast category, their amounts moved.

Drilling into the details

Every box in the matrix is clickable. Click any cell to see the specific deals that make up that number — which deals moved from best case to lost, which new deals were created directly into commit, and so on.

Changing the time period

Like Pipeline Flow, you can adjust both the pipeline period (which quarter or month you’re looking at) and the change period (how far back to measure changes). Set the change period to the last seven days for weekly forecast calls, or the last thirty days for monthly reviews.

What’s next

For how deals move between pipeline stages, see Stage Flow. For overall pipeline movement (new, won, lost, pushed), see Pipeline Flow.