Planned, actual and forecast performance metrics in manufacturing analytics
Key Takeaway
The core metrics compare actual results with either the plan or the forecast. Revenue Realization and Compliance measure against the plan, and Compliance counts only the plan up to today. Attainment measures against the forecast.
Agentforce Manufacturing analytics compares what actually happened (actual revenue and quantity) with two baselines: what was planned and what was forecasted. Percentage and difference metrics built from these pairs show which accounts, agreements, and products are on track. Dashboards on record pages and in CRM Analytics present these metrics. In discovery, a consultant uses them to turn a customer's pain point, such as missed plans or poor forecasts, into a specific recommendation.
Planned, forecasted, and actual metrics
The base metrics fall into three groups.
| Metrics | What they show | |
|---|---|---|
| Planned | Planned Revenue, Planned Quantity | What was planned |
| Forecasted | Forecasted Revenue | What was forecasted |
| Actual | Actual Revenue, Actual Quantity | What was really generated or sold |
All of these metrics apply to a selected time frame. Revenue metrics can apply to an account, agreement, product, or product family. Planned Quantity and Actual Quantity count units of a product or product family that are sold, or planned to be sold, to an account.