Dynamics 365 2020 release wave 1 has added many exciting features in the Sales Forecast model. They have introduced 2 templates based on Org chart and Territory to design forecast on either or both model. They might be introducing Product-based forecast template soon.
Before we start, this is gonna be a long ride, but in my defence, I couldn’t have written it any shorter. First, let’s check out the official list of enhancements coming under the sales forecast.
- Use flexible column modelling: Create custom roll-up and calculated columns.
- Support different organizational structures: Create forecasts based on territory or reporting hierarchy.
- Benefit from quota management: Enable quotas in the forecast grid or upload quotas for entire forecast time periods using an Excel template.
- Benefit from advanced filtering: Use limits to filter out specific opportunities included in the forecast with the new query builder.
- Adapt security modelling to meet business needs: Select who has access to specific forecast models and fields.
Org Chart Based Forecast Configuration
General Tab
Let’s start with selecting the “Org chart Forecast” template and start entering basic information:
- Hierarchy route: Select the correct relationship with User or Territory from Opportunity entity
- Top of Hierarchy: Select the User or Hierarchy on the top level and all the rest under them will be part of the hierarchy.
- Scheduling: Set-up the schedule for this forecast based on period, FY year, periods and so on.
Permissions
In this tab, we will ‘Select the field on which security to be applied’. Based on this user field, we can narrow down the security based on security roles. It will decide who is allowed to view this forecast.
Layout – Set up Option Set and Add Columns
Now, this is the area where we need to work a little bit. 😁
Before we can configure additional columns, we need to “Add from option set“. This is required to set up additional columns as each column need to be filtered based on one of the option set values.
- First, we need to decide which option set we want to work. We can go with the Sales Stage, Status and so on. But, we can only have one and that’s what we need to remember as if we change it at any stage it will overwrite the template.
- After selecting an option set field, it will automatically create new columns based on each option set value.
- We can configure each option that we want to use and delete rest of them.
We can add or update existing fields and we need to select ‘Type – Rollup or Calculated’, ‘Amount Field’, ‘Date field’ and ‘Selector – based on earlier option set setup’.
Layout – Additional filters
We can also add additional filters to narrow down the records we want to work with.
Publish
Well, after all the setup, now all we are left with is publishing the forecast. We need to click on ‘Publish forecast’ and wait for it to publish.
After it is published, we will get an option to ‘Download quota Template‘.
Here’s a sample quota template which we need to fill and upload to set up the quota for each user and our forecast will work against this.
Territory Based Forecast Configuration
It’s basically similar to Org Chart Based Forecast but this one is based on Territory. So we can design it around the Opportunities under certain Territory, which could be group by Accounts.
You might get this error if no Hierarchy relationship is enabled on the Territory entity. You can go ahead and enable the Hierarchy relationship on “Parent Territory” relationship, save and publish.
Here are some screenshots of Territory based Forecast Configuration.
I understand it’s a lot to absorb. So maybe try it out step by step and you will be able to follow up easily.
Till next time, Cheers 😉
