How to Configure Forecast Types in Horilla CRM

Sales forecasting is not just about viewing numbers — it is about defining how those numbers are calculated. In Horilla CRM, this logic is controlled by Forecast Type.

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Forecast Type acts as the configuration layer that determines what opportunity data should be used and how forecast values should be calculated. Instead of limiting businesses to a single calculation method, Horilla CRM provides flexible options so organizations can measure performance in ways that align with their strategy.

Whether your goal is to track total revenue, expected revenue, or deal volume, Forecast Type ensures your Forecast View reflects the right data.

What Is Forecast Type?

Forecast Type defines the calculation logic behind your forecasting data. It determines:

• Which field from Opportunities is used
• How the values are aggregated
• What type of performance metric is being tracked

In simple terms, Forecast Type answers the question:
“What exactly are we forecasting?”

Without configuring a Forecast Type, the system cannot determine whether to calculate revenue, expected revenue, or deal count.

It is the foundation upon which forecast results are built.

Where to Configure Forecast Type

To create or manage Forecast Types:

Go to:
Settings → Forecast → Forecast Type

This section allows administrators to create multiple forecast configurations depending on business requirements.

You can define different forecast types for different reporting perspectives. For example, one forecast may focus on actual revenue while another focuses on expected revenue.

Creating a Forecast Type

Click New to create a Forecast Type.

You will be required to configure the following fields:

1. Forecast Type Name

This is the display name that will appear in the Forecast View. It should clearly describe the purpose of the forecast.

Examples include:

• Revenue Forecast
• Expected Revenue Forecast
• Deal Volume Forecast

Choosing a meaningful name ensures clarity when multiple forecast types are configured.

2. Forecast Type (Calculation Basis)

This is the most important configuration. It defines how forecast values are calculated.

Horilla CRM provides three calculation options:

Deal Revenue Amount

This option calculates forecast values using the actual revenue amount defined in Opportunities.

It aggregates the primary deal amount field across all eligible opportunities. This method reflects the total value of deals included in the forecast.

This option is ideal when:

• Tracking total revenue performance
• Measuring actual deal values
• Monitoring sales targets based on revenue

It provides a clear view of full deal amounts without considering probability adjustments.

Deal Revenue Expected Amount

This option calculates forecast values using the expected revenue of an Opportunity.

Expected revenue typically represents a probability-adjusted value. Instead of considering the full deal amount, it reflects the realistic portion of revenue that is likely to close.

This option is suitable when:

• Performing predictive forecasting
• Measuring weighted pipeline revenue
• Estimating realistic revenue projections

It provides a more conservative and practical view of potential revenue.

Deal Quantity

This option calculates forecast values based on the number of deals instead of revenue.

It simply counts the total opportunities that meet the defined criteria. Monetary values are not considered in this calculation.

This option is useful when:

• Tracking sales volume
• Measuring activity levels
• Setting deal-count-based performance targets
• Monitoring productivity rather than revenue

For businesses that focus on the number of closed deals rather than total revenue, this method is highly effective.

Optional: Applying Filters

While creating a Forecast Type, you can apply filters to control which opportunities are included in the calculation.

Managing Forecast Types

After creation, Forecast Types can be:

• Edited to update calculation logic or filters
• Activated or deactivated
• Deleted if no longer needed

Businesses can create multiple Forecast Types to support different forecasting strategies 

This flexibility allows decision-makers to analyze sales performance from multiple perspectives.

How Forecast Type Impacts the Forecast View

Once a Forecast Type is created, it becomes available in the Forecast View.

The system:

• Collects opportunities that match the filter conditions
• Applies the selected calculation method
• Aggregates the data
• Displays results across fiscal periods

The Forecast View directly reflects the logic defined in the Forecast Type configuration. Any change made to the Forecast Type will influence how values are displayed in the Forecast section.

This makes Forecast Type a critical configuration for accurate reporting.

Conclusion

Forecast Type in Horilla CRM is the core configuration that defines how sales data is calculated and displayed in the Forecast View. It determines whether your organization measures actual revenue, expected revenue, or deal volume.

By properly configuring Forecast Types, businesses gain flexibility, accuracy, and clarity in their forecasting process. It allows organizations to adapt their forecasting approach based on evolving strategies and reporting needs.

Ultimately, Forecast Type transforms opportunity data into meaningful insights — ensuring that forecasting in Horilla CRM is not just a number display, but a structured and strategic tool for growth.