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Cabeau Cabeau Hub Guide

Forecast

Account Manager

You own the forecast for your accounts. The year is locked, so a change you make goes to the VP of Sales for approval before it counts.

Your forecast1:21 · narrated, with captions
Transcript
  1. This video covers your forecast: the monthly revenue target for each of your accounts.
  2. Open it from the Forecast shortcut on your dashboard, or Cabeau Tools, Forecast. Each row is one of your accounts, each column a month.
  3. Filter by territory, year or channel, or search for one account. The total row adds up each month.
  4. The year is locked. To change a month, click its figure and enter the new amount.
  5. Your change does not apply straight away. It becomes a change request, and the VP of Sales approves or rejects it.
  6. Export XLSX downloads the sheet to Excel.
  7. The Forecast vs Actual tab puts each month's actual sales under the forecast, with the variance.
  8. Filter by variance to find accounts falling behind, or tick Currently Dormant to find accounts that have stopped ordering.
  9. Cabeau Tools, Forecast, My Forecast vs Actuals gives the same comparison as a pivot table, with last year's actuals beside it.
  10. Forecast, Change Requests lists the changes you have proposed, and whether each is pending, approved or rejected.
  11. That is your forecast. Next, accounts going quiet.

The forecast sheet

Section titled “The forecast sheet”

The Forecast shortcut on your dashboard, or Cabeau Tools > Forecast > Forecast Sheet.

The forecast sheet for your accounts
  • Tabs: Forecast, Forecast vs Actual and Annual Budget.
  • Filters: territory, year, channel, active accounts and account search.
  • Locked shows the year is closed to direct edits. Export XLSX downloads the sheet.

Propose a change

Section titled “Propose a change”
  1. On the Forecast tab, click the month cell for the account.
  2. Enter the new figure.
  3. The Hub records it as a forecast change request for the VP of Sales. The cell stays shaded until it is decided.
  4. Follow it under Cabeau Tools > Forecast > Change Requests, which shows your requests and their status.
Your forecast change requests

Forecast against actuals

Section titled “Forecast against actuals”
Forecast vs Actual

Each account shows an Actual row under its forecast, with a badge for the variance. Filter by variance or Currently Dormant to find the accounts that need attention.

Cabeau Tools > Forecast > My Forecast vs Actuals gives the same comparison as a pivot table, with last year’s actuals beside it.

My Forecast vs Actuals pivot

Measures: Forecast, Actual, LY Actual, Forecast vs LY and Forecast vs Actual, by account and month. Download xlsx exports the pivot.