Feature Overview

The Forecast Benchmarks setup enables administrators to configure custom filters and criteria for calculating forecast accuracy and performance metrics across different business segments. This feature allows organizations to define specific opportunity subsets for forecast analysis, ensuring that forecast performance metrics are calculated against relevant and comparable datasets.

How It Works

The system provides an interface for managing forecast benchmarks with configurable filter criteria:

• Benchmark Configuration:
  • Custom Filters: Define specific criteria for which opportunities to include in each forecast benchmark calculation
  • Segment-Specific Benchmarks: Create separate benchmarks for different business segments (e.g., product lines, regions, forecast categories
  • Performance Metrics: Configure benchmarks for forecast accuracy, forecast discipline, and predictive performance
• Filter Types Available:
  • Opportunity Attributes: Filter by deal size, industry, region, sales rep, or custom fields
  • Forecast Category Criteria: Include opportunities based on forecast categories or confidence levels
  • Time-Based Filters: Focus on opportunities within specific forecast periods or aging criteria
  • Complex Logic: Combine multiple criteria using AND/OR logic for precise segmentation
• Real-Time Updates:
  • Benchmarks automatically recalculate when new opportunities meet the filter criteria
  • Changes to benchmark filters immediately affect future calculations
  • Historical data is preserved for trend analysis and forecast accuracy improvement Configuration previews summarize forecast metrics, and inline tooltips clarify how accuracy calculations are derived so teams can interpret results before activating new filters.

Use Cases

• For Admins: Create segment-specific forecast benchmarks to monitor forecast accuracy across different business units and improve predictive capabilities.
• For Revenue Operations: Configure benchmarks by forecast category or deal size to optimize forecasting processes and improve prediction reliability.
• For Executive Teams: Establish benchmarks for forecast accuracy metrics to monitor sales predictability and make informed strategic decisions.

See It In Action

Requirements

• TruSales Admin, Super Admin, or Organization Admin role permissions for Setup module access
• Configured forecast categories and sales stages
• Understanding of business segmentation needs for relevant benchmark creation

Highlights

• Purpose-built for comparing forecast accuracy across segments and teams
• Tooltips explain metric formulas, improving stakeholder trust in the numbers
• Preview summaries confirm configuration intent before benchmarks go live

Need Help?

Contact your Customer Success Manager for guidance on creating effective forecast benchmark filters for your organization, or TruSales Support if you experience any technical issues with this page.