Understanding Forecast Trends

Obtaining visibility into major trends across all of the details in a sales forecast has never been more important. Management has an urgent need to understand:

What has changed in the forecast?
Why did the forecast change occur?
How can I respond?

Unfortunately, these questions are not easily answered today because existing solutions only provide snapshots of a sales forecast and fail to expose changes at the proper level of detail or in a timely fashion to enable management to drive action.

Right90 Change Analytics

Right90 Change Analytics™ leverages the data from Right90 Sales Forecast Capture™ application and shows how a forecast changes over time. Interactive charts with drill-down/drill-up features and out of the box root-cause analyses enable management and operations to quickly understand what’s changing, what’s driving that change and what should be done about it.

Sales management can easily identify how small or seemingly insignificant changes at the product or region level have the potential to make a big impact on the quarter. Sales management can also gain insight into which reps require coaching in order to improve their forecast performance. This immediate and detailed insight enables management and operations to take the right actions needed to drive revenue and reduce inventory.

Right90 Change Analytics screen

Key Benefits:
For Sales Reps	Improved forecast performance Increased coaching for improved performance
For Sales Management and Sales Operations	Enforce accountability for changes in the forecast Learn about changes to a forecast as they occur Identify root cause for the changes in a forecast Drive relevant action to impact the business

Key Features

Interactive Charting and Drill-down

Interactive charts with drill-down/drill-up capability enable end users to navigate multi-dimensional forecast data and easily identify changes to a forecast and root cause.

Forecast Evolution Dashboard

Forecast Trending View shows how forecast changes over time
Forecast Change Transactions report shows volume of forecast changes occurring in a specific time period—often a leading indicator of significant changes to the sales forecast.

Suggested Change Drivers

Automatically suggests the top reasons for changes in a sales forecast across multiple dimensions including customers, products, regions, reps,or a custom dimension
Change Drivers are suggested based on units, price or revenue impact.

Suggested Change Distribution

Automatically suggests whether changes in a sales forecast are due to a price reduction, change in order size, or a win/loss in terms of new business
Change Details view shows every update to the forecast and explains why the changes have occurred.

For more information:
Download Change Analytics datasheet
View Web demo
Right90 Solutions Overview
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