Sales Forecasting
Overview
Sales Forecasts help predict future sales of an item, organized by Date, Unit of Measure, and Warehouse. These forecasts play a key role in supply planning, as they are used to calculate demand and suggest purchase or work order requirements during the Supply Order calculation process.
Key Features of Sales Forecasts:
Manual Entry: Forecasts can be directly entered for each item.
Opportunities: Forecasts can be automatically populated from opportunities that have passed a specified Opportunity Stage (e.g., 80%).
CSV Import: Sales Forecasts can be imported via CSV using the Salesforce Import Wizard.
Historical Sales: Forecasts can be calculated based on historical actual sales data.
Inclusion in Supply Plan Calculation (MRP)
The Supply Plan (MRP) calculation only includes Sales Forecast entries that meet the following criteria:
The forecast date is greater than or equal to the starting date of the current period.
The starting date depends on the Inventory Period Type:
Monthly: Sales Forecasts with a date on or after the first day of the current month will be included.
Weekly: Sales Forecasts with a date on or after the first day of the current week (Sunday) will be included.
These criteria ensure that relevant forecasts are included in the Supply Plan, leading to accurate demand predictions and well-informed purchase planning.