Manager judgments in pipeline forecasts
Key Takeaway
Only the forecast manager one level up can apply a manager judgment. A manager judgment marks a direct subordinate's opportunity as IN or OUT of the forecast.
A manager judgment lets a forecast manager mark each of a direct subordinate's opportunities as IN or OUT of the forecast. The manager bases each judgment on how confident they are that the opportunity will close in the current period. Judgments work alongside forecast adjustments, so managers higher in the hierarchy get a clearer, more accurate picture of the forecast.
What a manager judgment is
A manager judgment is an opportunity-level indicator of whether an opportunity is in or out of the forecast. Forecast managers use it to show which opportunities they have the highest confidence will close. Each judgment marks the opportunity as IN or OUT:
| What the manager means | Effect on the forecast | |
|---|---|---|
| IN | The manager feels the opportunity will definitely close. | The opportunity counts as part of the forecast. |
| OUT | The manager doesn't want to include the opportunity in the forecast. | The opportunity is left out of the judged total. |