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My T&Q Program Charts
When you log into Territory and Quota, the My T&Q > My Territories page appears, listing all the active Territory Programs that are assigned to you. Most recent territory programs are displayed on top of the list. Click on a Territory Program name to open the program, and then click on the show/hide chart icon to view corresponding charts. T&Q displays information relevant to your role:
Historical Performance: Displays a chart with historical sales/quota data. The chart shows the historical data values of the combination of accounts and products assigned to the territory based on the territory program's period, for example, if the program period is 2017, then the chart shows the values of 2015 and 2016:
- Period Type: Period type can be quarter, month, or year
- Start Period and End Period: Start and End periods are based on the period type.
Opportunity: Displays a chart with opportunity pipeline data for the given territory or territories. It presents CRM opportunities data in combination with information about the accounts and products assigned to a specific territory. The chart displays data for the program's period. That is, if a territory program is created for 2017 then the data in the CRM charts relate to 2017. Program data displayed includes:
- Period Type: Period type can be Quarter, Month, or Year.
- Start Period and End Period: Start and End periods are based on the period type. Opportunity distribution is performed based on selected Period Type, Start Period and End Period.
- Min Probability: Only considers opportunities where the probability of closing is higher than the minimum probability that is set here. For example, a value of 50% tells the application to only display data for opportunities market with a 50% or higher chance of closing.
- Include 100% Probability: Includes opportunities that have a 100% chance of closing. Under certain circumstances, a manager may want to exclude deals that are guaranteed to close when making decisions about future quota targets.
- Apply probability: Use Expected Opportunity values by multiplying the probability of closing the opportunity by its value.
- Projected Value: The projected value represents the best estimate of the value of the opportunity and is typically used as the main input into the forecast. The projected value is a required field. Choose whether to use projected opportunity values, or High/Low opportunity value projections (best case or worst case). This assumes that CRM data has been loaded with these high/low/projected ranges for each opportunity.
- Low Value: The low value represents the expected minimum value of the opportunity and can be used for the forecast in lieu of the projected value if a minimum forecast is desired. The low value is not mandatory. If unavailable, the system automatically defaults to the projected value for the opportunity.
- High Value: The high value represents the expected maximum value of the opportunity and can be used for the forecast in lieu of the projected value if an upside forecast is desired. The high value is not mandatory. If unavailable, the system automatically defaults to the projected value for the opportunity.
When no data exists, the charts do not appear. You can change the chart configuration.
Note: Minimum Probability percentage value represents the likelihood that the deal will close expressed as a percent. When performing the forecast, this probability can be applied to the value of the opportunity such that only a portion of the value is included in the forecast. For example, a $100,000 opportunity at 65% probability would be represented as $65,000 in the forecast.