Using the Waterfall Chart to Track Forecast Movement

Created by Mayank Jain, Modified on Fri, 12 Dec, 2025 at 8:25 AM by Alsabana Sahubarali

Objective

The purpose of this article is to provide information to Outreach users about tracking the forecast movement.

The Forecast movement chart provides a waterfall visualization to track deals that have been moved, slipped, pulled in, lost, won etc within the selected time period & sales period

Applies To

Outreach Users
Sales Reps
Sales Managers
Sales Leaders

Before you begin

Forecast movement chart is supported only for opportunity forecasts with either monthly or quarterly period
The chart supports the current & last sales period

Overview

Sales managers and reps can now analyze and visualize the reasons for forecast metric value changes, e.g.: deals slipped, pulled in, moved, lost, won etc. using a waterfall chart to make accurate forecast adjustments.

You can click on different buckets to see the respective opportunity list

Bucket types

Type	Definition
Slipped	Opportunities that had a close date of within the sales period at the start of the time window, but by the end had been updated to a close date after the sales period
Lost	Opportunities that were marked closed and lost by the end of the selected time period
Won	Opportunities that were marked closed and won by the end of the selected time period
Moved	Opportunities that no longer fit the selected forecast metric criteria and are still open
Amount Increased	Opportunities for which amount increased by the end of selected time period
Amount Decreased	Opportunities for which amount decreased by the end of selected time period
Added	New opportunities that were created within the selected time period or existing opportunities that now match the forecast metric criteria and are still open
Pulled In	Opportunities that were set to close in the future, but were pulled into the selected sales period.

Time period selector

You can click on the time period selector on the chart as shown below & select either one of the standard date ranges or a custom date range

Standard date ranges for a quarterly forecast

Month1
- Week1
- Week2
- Week3
- Week4
  etc
Month2
- Week6
- Week7
  etc
Month3
- Week11
- Week12
  etc
Quarter to Date

Standard date ranges for a monthly forecast

Week1
Week2
Week3
Week4
Month to date

Notes

Time range is bound by the selected sales period.
Weeks grouping is considered from Mon- Sun

Metric Selector

You can click on the metric selector as shown below & select the metric for which you would like to track the movement

The list of metrics that will show is configured by admin in trends setup for a forecast

Please note that only auto-calculated non formula metrics are supported for waterfall chart

Attachments (1)

image.png
364 KB