Sales

Sales performance: forecast, gap, coverage and ranking

Track the period forecast (Commit and Best case), the gap to target, pipeline coverage, the team ranking and the period-over-period comparison.

The "Performance" page (side menu) is the sales manager's cockpit: for the chosen period (month, quarter, half-year or year), it shows how much has already been sold, how much should close and what is left to hit the target.

The forecast numbers

Target: the company target set for the period under Settings → Sales targets.
Achieved: sum of WON opportunities with an expected close date within the period.
Commit: achieved + open opportunities classified as "Commit" (high confidence of closing). It is the number you "sign off on".
Best case: Commit + open opportunities in "Best case" (may close if all goes well). It is the optimistic ceiling.
Weighted pipeline: sum of value × probability of the period's open deals. A statistical reading, good for comparing against Commit.
Gap to target: how much is left to sell (target − achieved).
Pipeline coverage: open pipeline ÷ gap. It shows whether there is enough business in progress to cover what remains.

The opportunity's forecast category

Each opportunity has a "Forecast category" field (Pipeline, Best case, Commit, Closed). The rep decides: if the field is filled in, it is respected. If it is empty, the system infers it from the probability: 75% or more becomes Commit, 40% or more becomes Best case, below that it stays as Pipeline.

Example: Target of $400,000 for the quarter, $250,000 won, $80,000 in Commit and $50,000 in Best case: Commit projects $330,000 (below target, so at risk) and Best case $380,000. The gap is $150,000; with $300,000 open in the period, coverage is 2.0×.

Risk alerts

Target at risk: the % achieved is well below the % of the period already elapsed (more than 15 points). Time to act.
Low coverage: the open pipeline covers less than 3× the gap. The market benchmark is to keep at least 3× to offset natural losses.
Forecast below target: past the midpoint of the period, not even Commit reaches the target. Boost prospecting or renegotiate timelines.

💡 Alerts only appear with the period underway and a company target defined. Without a target, set one under Settings → Sales targets.

Sales ranking

The table lists each rep with deals won, achieved value, open pipeline and, when there is an individual target set, the attainment % with a progress bar. The order is by achieved value.

Period comparison

It compares the current period's achieved value with the equivalent previous period (June vs. May, Q2 vs. Q1, 2026 vs. 2025) and shows the percentage change.

💡 Use the pipeline filter at the top to see the forecast and ranking for a specific pipeline; in that case, the targets set for that pipeline apply.

💡 Everything respects permissions: each user sees the numbers calculated over the opportunities their profile allows them to view.

Open this article inside the system →