Commercial Intelligence
Commercial Intelligence — Forecast
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Primary audience: opportunity owners, sales managers, commercial directors, and authorized executives
Purpose
Forecast compares registered commercial expectations with current business evidence. It explains adjustments caused by buying signals, objections, relationship concerns, acceptance, stakeholder coverage, timing, and contradictory sources.
Scope controls and indicators
Period chooses the forecast interval. Scenario selects evidence-adjusted, CRM baseline, conservative, best case, or another approved view. Owner filters responsibility. Currency selects display currency and applicable conversion date.
Commit is the amount supported for the committed scenario. Best Case includes qualified upside. Pipeline is total registered open value. Risk Adjustment is the net evidence-based difference from the chosen baseline.
Forecast bridge
The bridge begins with the source baseline and displays positive and negative adjustments by reason before arriving at the evidence-adjusted view. Selecting an adjustment opens affected opportunities and evidence.
Scenario outlook and movements
Scenario outlook shows value over future periods for supported scenarios. It communicates assumptions and does not promise revenue. Largest opportunity movements lists amount, prior and current state, movement reason, and supporting evidence.
Coverage and audit
Forecast coverage shows how much Commit, Best Case, and weighted upside has current supporting evidence. Adjustment audit lists buying evidence, relationship concerns, objections, acceptance, timing, and owner changes that affected the forecast, including who reviewed each adjustment.
Actions
- Change scenario, period, owner, or currency.
- Review an adjustment or movement.
- Promote or remove an opportunity from a scenario with rationale.
- Prepare reviewed CRM forecast changes.
- Export a director forecast with evidence appendix.
- Create actions for missing evidence, unresolved objections, or acceptance.
Recommended procedure
Review the largest negative and positive adjustments, verify material evidence, and compare with the opportunity owner. Resolve unsupported close dates and stages before publishing. Preserve the CRM baseline so differences remain visible.
Limitations
Evidence adjustment is a decision aid, not an autonomous forecast commitment. Currency conversion, probability, timing, and recognized revenue remain governed by the organization's commercial and finance rules.