Turning Subjective Forecasts into Objective Data

Sales executives traditionally rely on gut feel and intuition to judge a raw sales forecast. The result: subjective sales forecasts that the rest of the organization doesn’t trust. Why? Because the rest of the organization relies on objective data to make decisions not subjective data.

With this lack of objectivity in sales forecasts, sales executives miss critical business opportunities because other departments don’t take action on a subjective sales forecast. Until today, they haven't had an objective way to establish trust in the sales forecast.

Right90 Trust Analytics

Right90 Trust Analytics™ is the first application to deliver capabilities that enable a sales executive to turn a subjective raw forecast into trusted, objective data that the rest of the organization can act on.

Specifically, Trust Analytics does the following:

• It provides an out-of-the-box framework, the Right90 Trust Factor™ Framework, for measuring trust in the sales forecast
• It segments the raw forecast into high, medium and low risk areas based on the Right90 Trust Factor Framework
• It provides performance management capabilities to improve trust in the sales forecast.

How It Works

The Right90 Trust Factor Framework utilizes past historical performance to evaluate the trustworthiness of the forecast. It combines the ABCs of forecast performance — key metrics such as Accuracy, Bias, Completeness and Consistency* into a single measure, the Right90 Trust Factor, so that organizations have an objective way to judge the forecast.

The forecast is then segmented into high, medium and low risk areas using the Right90 Trust Factor. Once the raw forecast has been segmented based on the Trust Factor, operations and finance teams can rely upon the low risk areas of the forecast. Furthermore, sales teams can further drill into the areas of the forecast that require adjustment (by rep, region, customer, SKU) and judge those forecasts based on objective measures (such as Accuracy, Bias, Completeness and Consistency) prior to making any adjustments.

Finally, sales teams utilize the trend charts and comparison rankings to understand trends in forecast performance across the entire organization and share best practices for improving overall forecast performance.

Key Features

The Right90 Trust Factor Framework

The Right90 Trust Factor Framework consists of a robust set of features to help business users evaluate trust in the sales forecast:

• Out-of-the-box forecast performance metrics for measuring the ABCs of forecast performance: Accuracy, Bias, Completeness and Consistency*
• Configurable Right90 Trust Factor for evaluating trust in the sales forecast that is calculated based on configurable weightings of the key forecast performance metrics above
• Interactive drill-down views provide the ability to view the forecast performance metrics and the Trust Factor by region, product, SKU, rep and customer.

Forecast Risk Segmentation

• The forecast is segmented into areas of high, medium and low risk based on the Trust Factor
• Segmentation is available for the total forecast, or just the portion of the forecast that is ‘left-to-go’ in the quarter
• Ability to drill into each segment of the forecast, to judge or evaluate the raw forecast.

Forecast Performance Trends

• Interactive drill-down analytics and views provide executives with trends in shipment/actuals, forecast, and forecast performance over time by customer, region, opportunity and SKU
• Interactive drill-down analytics and views provide individual sales rep forecasting performance and comparison rankings across the organization.

For more information:
Download Trust Analytics datasheet
Right90 Solutions Overview
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