The Forecast Accuracy Dashboard has been created and configured for you right out of the box, so your Account Executives and First-Line Managers have a built-in dashboard based on best practices, utilizing your data.

About the Forecast Accuracy Dashboard

What data is included? Forecast Submissions

Who should use it? First-Line Managers and Sales Leaders

When to use it? Monthly

Why use it?

• Track how accurate reps’ forecasts are to help with future period predictions.

• Find reps who are often under-forecasting to train them on better identifying strong deals.

• Coach reps who are often over-forecasting on qualifying out opportunities sooner.

• Use your overall accuracy to anticipate where your current period forecast will end up.

Usage by Persona

Who: First Line Managers and Sales Leaders

Frequency: Monthly

What would you do: Review overall accuracy to identify reps who are often over or under forecasting. Coach reps on better forecasting techniques, and use your overall accuracy to evaluate what to expect for the coming period.

Pre-req Training

Copying and Editing Cards

You may decide you want additional cards similar to what's provided, check out this article on copying and editing cards to learn how you can copy and adjust a current card instead of starting from scratch!

The Forecast Accuracy Dashboard

The following rows and cards make up the template of reports we consider best practice for a Forecast Accuracy Dashboard. Each card can be opened with one click to further inspect data with a more focused view on a particular report.

We recommend having your Forecast Accuracy Dashboard dashboard open in another window as you walk through what's included.

Use this dashboard to measure Forecasting Accuracy and understand how your business and the individual contributors are trending with their accuracy. This dashboard will help you understand whose forecasts you can count on and how much you can expect a forecast to change over the period.

A note on accuracy: there are many ways to calculate forecast accuracy. InsightSquared uses the Forrester definition of accuracy which is defined as the percent error of how close your initial forecast was to your final bookings. We also calculate the Percent of First Forecast Booked and Last Forecast Booked for other measures of accuracy.

Row 1: How has our team and individual forecasting percent error been trending over time?

• Forecast Submission Percent Error Over Time By Rep Last 12 Months (Monthly) (Bar Chart)

Row 2: How accurate were we in forecasting last month, and what is forecasted for this month?

• Forecast Submission Percent Error By Person Last Month (Monthly) (Table)

   

• Forecast Submission vs Bookings By Person This Month (Monthly) (Table)

Row 3: How is the team accuracy trending, and how accurate, on average, have we been over the past 12 months?

• Forecast Submission Percent Error Over Time Last 12 Months (Monthly) (Bar Chart)

• Average Forecast Submission Percent Error By Person Last 12 Months (Monthly) (Table)

Rows 4 & 5: How accurate were we in our historical forecasts?

Row 4

• Percent Of First Forecast Booked By Person (Monthly) (Bar Chart)

• Percent Of Last Forecast Booked By Person (Monthly) (Bar Chart)

Row 5

• Percent Error Of First Forecast Submission By Person (Monthly) (Bar Chart)

• Average Percent Of First Forecast Booked By Person Last 12 Months (Monthly) (Table)

How did we build this dashboard template for you?

The Forecast Accuracy Dashboard has been created for you out of the box using the configurations listed below. We love being able to provide this Dashboard out of the box and ready to use, but it's always good to know what data you're working with when you hit the ground running.

Dashboard Configuration

• Base Template: Generic Forecast Submission Dashboard

• Content-Type: Forecast Submissions

• Filters: Forecast Submission, Hierarchy

Filters on Report Drills

Clicking on a card will produce an inspection report so you can drill down on a card's specific data. Each report comes with our recommended best practice filter sets (report columns) that can be customized to best fit your process. Read Interactive Filters to learn more!

If you run into any issues, please contact support.