Forecast Deep Dive

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The Workbench lets you drill into any forecast in your hierarchy to inspect the details behind the numbers. By opening the drill-down panel, you get AI-generated insights, category breakdowns, trend analysis, adjustment history, and submission details — all without leaving the page.

Opening the drill-down panel

Hover over any name in the hierarchy on the left side of the Workbench. A side panel button appears — click it to open the drill-down panel for that person’s forecast.

You can drill into your own forecast or any of your subordinates in the hierarchy.

Forecast Insights

The first tab in the panel is Forecast Insights, powered by RevWorks AI. The AI generates insights based on the full context of your forecast — not just the current month or quarter, but your place in the team, historical months and quarters, quotas, attainment, and the underlying pipeline.

Insights include things to celebrate, risks, positive trends, and areas of concern.

Summary

The Summary tab shows a chart and table of forecast progression over time. For past periods, this shows the historical trajectory. For current and future periods, it shows how the forecast is trending.

Categories

The Categories tab breaks down the forecast by forecast category — Closed, Commit, Best Case, and Open Pipeline. A vertical purple line indicates the quota.

Within the Categories tab, you’ll see subtabs for each period in the current Workbench view. For example, if you’re viewing April, May, and Q2, you can switch between those periods to see category breakdowns for each.

Sales Stages

The Sales Stages tab shows all opportunities in the forecast broken down by their current sales stage.

Trend

The Trend tab shows how the forecast has evolved over time — how Closed, Commit, and Best Case values have changed over the last 30 or 90 days for each period.

Adjustments

The Adjustments tab highlights the difference between three values:

• Unadjusted — The raw pipeline data rolled up from opportunities.
• Team roll-up — What the team has submitted.
• Owner forecast — What the forecast owner has set, including any manual adjustments.

This makes it easy to see where and how the forecast was adjusted at each level.

Submissions

The Submissions tab shows the history of forecast submissions. Click on any submission to see an AI-generated digest and summary that explains what was submitted — deal-level adjustments, total amount changes, and the reasoning behind the submission.

What’s next

To inspect the individual deals behind the forecast numbers, see Drill-Down Opportunity Lists.