Forecast settings

How this workspace counts revenue. Changing a setting never rewrites stored data: revenue is kept day by day and simply re-cut.

Calendar

Fiscal year starts inWeek starts onTime zoneDecides what “today” is when a period closes.

Accrual and reporting

Accrual periodRevenue counts as delivered when its period closes.Default report viewHow charts are grouped. Independent of the accrual period.

Monthly distributionshare of the annual target per month

Jan7.00%Feb7.00%Mar8.00%Apr8.00%May9.00%Jun9.00%Jul8.00%Aug7.00%Sep9.00%Oct10.00%Nov10.00%Dec8.00%

Enter any whole numbers; each month's share is its number out of the total. Targets and pace follow this shape.

Win probability by stage

Where the percentages come fromUse Pipedrive’s. Each stage’s percentage is read from Pipedrive again at every sync. Change them in Pipedrive; they cannot be edited here.Set in Earnest. Type the percentages below. The sync leaves them alone.

StageWin %

Used for open deals that have no win probability of their own in Pipedrive. A stage with no percentage counts as 0%.

Deal size bands

BandStarts at ($)Average project ($)

A deal belongs to the band with the largest starting amount it reaches. Goals planned by project size use each band's average project; left empty, it is the average of your won deals in that band.

Schedules

Default schedule typeWhat a deal gets from its CRM delivery dates alone.Schedule sourceWhich wins when a deal has more than one. An estimate pushed through the API always wins.

Pacing panel

Show the pacing panel inside the CRMA read-only card on a deal showing how that customer is doing overall. Turn it off to hide it for everyone in this workspace.

Cold accounts

Days without a touchAn account with no contact for this many days is flagged as cold. Contact is a finished activity in the CRM, or an email received or sent on one of its deals.

What reps can see and do

Let reps see the team roll-up and each other’s booksOff, a rep sees only their own pacing, accounts and deals. Either way, a rep can change only their own deals, and never targets or settings.Let reps enter actuals on their own dealsOff, only managers, admins and owners enter actuals. A rep can still edit the delivery schedule of a deal they own.Let managers publish goal changes themselvesOff, managers send their changes for approval, and an owner or admin approves or rejects each one. Reps only ever see published goals.Next fiscal year opens for planningMonths before it starts. Six is the first day of this year's third quarter.