CRM · Daily operations · 8 min read

Submit a forecast, adjust it and track quotas

Read the open pipeline for a period, submit a locked forecast, let a manager adjust it, and see attainment against approved quotas.

Before you begin

The Forecast and quotas feature must be on. Open deals need an expected close date and a forecast category (Pipeline, Best case, Commit or Omitted).

Read the forecast

1. Open CRM > Reporting > Forecast.
2. Enter the Period: a month (2026-10), a quarter (2026-Q4) or a year (2026). Anything else gives 'Use a period such as 2026-10, 2026-Q4 or 2026.'

The page shows Gross open pipeline, Weighted (omitted deals left out), Commit category and the closing range.

Worked example

For 2026-10: deal A is AED 1,000 at 25% (Pipeline), deal B AED 500 at 50% (Commit), deal C AED 200 (Omitted). Gross open pipeline is 1,700.00. Weighted is 250 + 250 = 500.00. The Commit category total is 500.00.

Submit your forecast

1. On the Forecast page, press Submit my forecast.
2. Enter My commit. Leave it blank to use the total of your Commit deals.
3. Add Notes if useful and press Submit.

What happens next

• Version 1 is locked with the deals, probabilities and exchange rate at that moment. Submissions are never edited.
• Submit again after changes. Version 2 becomes current and version 1 shows Superseded.
• You see your own submissions. A team manager sees their team's. An administrator sees all.

Manager adjustment

1. A manager opens a representative's current submission.
2. Enter the Adjustment (+/-) and the Reason, then press Add manager adjustment.

If the submitted figure is 500.00 and the manager enters -100 with the reason Deal C at risk, the figure stays 500.00, the adjustment is -100.00 and the total is 400.00.

• Nobody adjusts their own forecast: 'A manager other than the person who submitted it adjusts a forecast.'
• Only a manager of that team (or an administrator) may adjust: 'Only a manager of the team (or an administrator) adjusts this forecast.'
• A zero adjustment is refused. Only the latest version can be adjusted.

Quotas

1. An administrator opens CRM > Configuration > Quotas and adds a quota: code, period, owner, team or territory (at least one), currency and amount above zero.
2. A second person with crm.configure approves it. The person who set the quota cannot approve it: 'Somebody other than the person who set the quota approves it.'
3. Changing the amount of an approved quota returns it to draft and raises its version.

The Quotas panel on the Forecast page lists approved quotas only. For a quarterly quota of AED 500,000 with AED 125,000 won and a latest commit of AED 300,000 it shows Target 500,000.00, Won 125,000.00, Attainment 25% and Committed 300,000.00. Without one: 'No approved quota for this period.'

Good to know

• Amounts use the company currency. Foreign-currency conversion is not available yet.
• 'Forecast amounts are zero or more.' applies to your commit.
• 'A quota is an amount above zero.' and 'Give the quota a person, a team or a territory.' are quota rules.