Plan forecast scenarios

The Scenarios tab on Close → Forecast answers "which deals get us to the number?" A scenario (or path) is a named set of open deals that, together with what's already closed won, reaches a quarterly target.

Open the Scenarios tab

Go to Close → Forecast, set the period to This Quarter or Next Quarter, and open Scenarios. Plans are saved per quarter and per team or rep. Each scenario has its own target, which starts at that scope's quota.

Build a path

• To build a path by hand, drag deals from the sidebar on the right into In this scenario, or click +. The Eligible deals sidebar has collapsible Healthy and At risk sections, and you can collapse the whole sidebar once your path is built. Add all Commit adds every Commit deal closing this quarter at once, and Add all on the Healthy section adds every healthy deal. To try a variation, click the duplicate button on a path to copy it into a new tab, then swap a few deals.
• Drag deals within In this scenario to reorder them. The progress bar fills in that order, so put the deals you're most confident in first.
• Hover a deal to open its detail card. The card shows risk reasons, blockers, and next steps, and you can edit the deal's What must happen note there.
• To plan on accelerating a deal, open Pull in from future quarters in the sidebar. It lists open deals closing in the next two quarters. A pulled-in deal gets a Pull-in badge and a slip-risk flag, and the scenario total shows how much depends on pull-ins.
• Each path opens in its own tab. Click + at the end of the tabs to add a path against a specific number, such as the $1M, $1.1M, and $1.2M paths.
• Have Genie build this path (in the + menu) and the rebuild button on a path open Genie in chat with the request. Genie builds the path live on the page and explains its picks, so you can keep refining it in the same conversation.
• Every scenario has its own target. Click the Target chip next to a scenario's name to change the number that scenario plans against, without changing the others.
• To ask "how would I get to $1.3M?", click +, enter the new number, and choose Start from the current scenario's deals. You get a copy you can add deals to.
• Drag tabs to reorder paths. Click × on a tab to delete that path.
• Every edit saves automatically. You can also click Save or press ⌘S (Ctrl+S on Windows) to save right away.

Read the risk signals

Each path's progress bar fills in deal by deal toward a marked Target line. Any remaining gap is drawn and labeled inside the bar (for example "$57K short"), and hovering any segment shows that deal's details.

• Projected: the large number above the bar. It's closed won plus the full amount of every deal in the path. Hover the green closed-won segment to see the deals already won this quarter.
• Weighted: closed won plus each deal's amount multiplied by its likelihood to close. This is a risk-adjusted view of the same path.
• Slip risk: red, striped segments are deals predicted to close after the quarter ends, with At risk health, with open blockers, or pulled in from a future quarter. The legend under the bar totals them; hover it for each deal's reasons.
• Concentration: a warning in the legend when more than half of the path depends on its two largest deals.
• Backup: hover the gap or the at-risk total to see how much healthy pipeline sits outside the path if a deal falls out.

Track what changed

The Changes button at the top right of each path compares it with an earlier snapshot. Click it to open a summary, and switch the comparison between last week and the start of the quarter. The summary shows the change in projected revenue plus the deals that were added, removed, won, lost, slipped out of the quarter, or changed amount.

The plan stays in sync with your CRM. Closed-won deals show as Won and count toward closed won. Deals that are lost or move out of the quarter turn red with a Remove action.

Submit an official path

Click Mark official (the star) on a path to submit it. Each plan can have one official path, and it's the number you submit.

Managers with team-wide forecast access see a scenario roll-up at the top of the page while the Scenarios tab is open, in place of the team table. It works like the team table: expand a team to see its subteams, and click the member count to see its reps. Each team shows its target, what the team is calling across its reps' official paths, and how many reps have submitted one. Each rep shows quota, official path (or Not submitted), what they're calling, weighted, gap, their other paths with each path's total, slip risk, concentration, and when the plan was last edited. A totals row compares the team's official paths with the team target. Click a team to plan at the team level, click a rep to open their plan, or click a path to open it directly. A banner shows whose plan you're viewing, and any edits you make save to that rep's plan.

Co-build with Genie

Open Genie on the Forecast page while the Scenarios tab is open. Genie reads the plan on screen and edits it live, so you can watch the changes happen. For example:

• "Globex always slips at legal. Swap it for two upside deals."
• "Build a $1.2M path without anything predicted to slip."
• "Mark the Most likely path as official."

Each Genie change shows a toast with Undo. Tell Genie what you know that the CRM doesn't, such as "Acme's CFO verbally committed," and it uses that when it picks deals and writes their notes.

Present a path

Use Copy as image on any path to export a 16:9 slide. The slide includes the weighted total and risk warnings.

Access

Viewing a plan requires forecast access. Editing and generating require forecast write access, or being the rep who owns the plan. Reps without team-wide forecast access see only their own plan.