How to Configure Sales Forecast Targets in Horilla CRM

Forecasting plays a critical role in sales planning, but forecasting alone is not enough. To truly drive performance, organizations must convert forecasts into measurable goals. This is where Forecast Targets in Horilla CRM become essential.

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Once a Forecast Type (such as Revenue Forecast) is created and available, you can assign Forecast Targets to users for specific fiscal periods. These targets define clear expectations — how much revenue each user is expected to achieve within a selected timeframe.

Forecast Targets help organizations:

• Set realistic and measurable revenue goals
• Align individual performance with company objectives.
• Monitor achievement and identify performance gaps.
• Improve accountability across teams.
• Make data-driven management decisions.

Instead of just predicting numbers, you are defining structured goals and tracking progress against them in real time. With flexible configuration options like role-based filtering, bulk target assignment, and automatic dashboard calculations, Horilla CRM makes the process simple and efficient.

Step 1: Ensure a Forecast Type is Available

Before setting a target, make sure at least one Forecast Type has been created.

1. Go to Settings
2. Navigate to Forecast and Select Forecast Type
3. Confirm that a Forecast Type (e.g., Revenue Forecast) exists.

You cannot assign Forecast Targets without an available Forecast Type.

Step 2: Navigate to Forecast Target

1. Go to Settings
2. Click Forecast
3. Select Forecast Target

When the page opens, you will see:

• Forecast Type dropdown
• Forecast Period dropdown (Current period selected by default)
• Set Target button

The system automatically loads the current fiscal period to simplify configuration.

Step 3: Click “Set Target”

Click the Set Target button.

The Create Forecast Target panel will open, where you can configure how targets should be assigned.

Configuring Target Assignment

The Create Forecast Target panel provides flexible options for assigning targets efficiently.

Step 4: (Optional) Enable Role-Based Assignment

If you want to assign targets based on roles:

1. Enable Role-Based Assignment
2. Select a Role

This will only display users under the selected role.

If Role-Based Assignment is disabled, you can manually select any users from the list.

Step 5: Use Bulk Assignment Toggles (Optional)

You will see the following toggle options:

Same Period for All

• Select one Forecast Period
• Applies to all selected users

Same Forecast Type for All

• Applies the selected Forecast Type to all users

Same Target for All

• Enter one target value.
• Applies the same amount to all selected users

These options reduce repetitive configuration when assigning targets to multiple users.

If these toggles are disabled, you can manually configure each field per user.

Step 6: Select Users and Enter Target Amount

Under the Select User section:

1. Choose a User
2. Select the Period (if not using the Same Period option)
3. Select the Forecast Type (if not using the Same Forecast Type option)
4. Enter the Target Amount
5. Click + Add More to assign targets to additional users.

Repeat as needed.

Step 7: Click Save

After entering all necessary details:

• Click Save

The system will store the targets and return you to the Forecast Target list page.

Once saved, the Forecast Target list displays:

• Assigned User
• Role
• Target Amount
• Action options (Edit / Delete)

This confirms successful target assignment.

Step 8: View Targets in Forecast Dashboard

Now navigate to the Forecast Module.

Select the relevant fiscal year to view performance metrics.

The dashboard will display:

• Target
• Achievement
• Gap
• Closed Revenue
• Commit Forecast
• Best Case
• Open Pipeline

The system automatically calculates achievement percentage and gap based on actual sales data.

Setting Forecast Targets in Horilla CRM is a structured and flexible process. Once a Forecast Type is available, administrators can easily assign targets to users or roles for the required fiscal period.

With the system automatically loading the current period and calculating achievement metrics in real time, organizations can confidently move from planning to performance tracking.

Forecast Targets ensure accountability, visibility, and better revenue management — making forecasting a powerful goal-driven system.