Contents
iSBiSTER International, Inc.

1314 Cardigan Street      Garland TX 75040

Sales Forecast Pro v2.0

Getting Started

          Overview

          Sales Opportunity Summary

          Recording your sales opportunities

          Reviewing your sales opportunities

          Sharing your sales opportunities with others

Setting up your Sales Forecast environment

          Building your list of Products

          Building your list of Sales Cycle Status Values

          Building your list of Sales Success Probability Percentages

Creating and Maintaining Sales Opportunity Records

          Adding sales opportunity records

          Modifying sales opportunity records

          Deleting sales opportunity records

Reviewing Sales Opportunities

          Sales Opportunity Summary

          Sorted tabular formats

          Graphical formats

          Standard horizons

          Custom horizons

Exporting and Importing Sales Opportunities

          Exporting your sales opportunity records

          Importing (merging) other sales opportunity records

          Archiving your sales opportunity records

Navigating the Menus

          File Menu

          Edit Menu

          Graph Menu

          Help Menu


Overview

Your sales opportunities are defined, maintained, summarized, printed, and presented graphically using Sales Forecast Pro.

Sales Forecast Pro's intuitive usage develops your tables (disc files) of sales cycle status values, products and success probability percentages; thus allowing you to forecast your sales opportunities 'your way'.  These tables are built dynamically as you describe your actual sales opportunities.

For each sales opportunity, you supply  ...

          Description ... usually the company,

          Sales cycle status value ... you describe these,

          Product ... your products and/or product lines,

          Success probability percentage ... the ones you use,

          Planned Closure date ... any valid date,

          Product Qty (optional) ... units,

          Amount ... whole dollars,   and

          Comments (optional) ... any text string you wish.

Each sales opportunity is classified as an 'Actual' or 'What If' forecasted item.

As you build your sales opportunity database, Sales Forecast Pro displays the records on the main screen in what is known as your Sales Opportunity Summary.  This summary contains the forecasted opportunities that satisfy your filtering criteria; specified by using Radio Buttons on the main screen.

You can choose from standard time horizons or you can define custom horizons.  You can also control the summary by specifying your desired record classification, including 'Actual' only, 'What If' only, or All items.

The items in your Sales Opportunity Summary can be displayed in any of six sorted fashions (Sort by Opportunity, Sort by Status, Sort by Product, Sort by Planned Close Date, Sort by Amount and Sort by Probability) by clicking on the apporpriate tab.

Your Sales Opportunity Summary can be displayed as stacked bars by simply clicking on the Graph ICON.

You can also produce printed reports of your Sales Opportunity Summary.

Sales Forecast Pro also provides Export and Import facilities that allow you to pass your forecast items to others for review and/or consolidation.


Recording sales
Recording Sales Opportunities

Sales Forecast Pro provides complete facilities for adding, modifying and deleting sales opportunities.

Each sales opportunity records the description of the opportunity (usually a company name), its sales cycle status, the product involved, the planned closure date, the success probability percentage, the product quantity (optional), the dollar amount forecasted and any comments (optional).

This information is displayed on the main screen in the Sales Opportunity Summary.  This summary is controlled by user specified filters (standard and/or custom and record classifications.


Reviewing Sales
Reviewing Your Sales Opportunities

Sales Forecast Pro provides many formats whereby you can review your sales opportunities.  On the main screen, Sales Forecast Pro presents your Sales Opportunity Summary.  This summary is available in tabular and graphical formats.

The sales opportunity records included in the summary depend on your selection of horizons and record classification.  You can choose from one of the standard horizons or you can define a custom horizon.


Passing sales
Passing Sales Opportunities To Others

Sales Forecast Pro allows you to export sales opportunity records to others.  This makes it easy for you to submit your forecast to management.

Sales Forecast Pro also allows one to import (merge) sales opportunities into the current database to build consolidated Sales Opportunity Summaries.

Sales Forecast Pro also allows one to archive sales opportunities into another database and eliminate them from the current database in the process.  This allows one to transfer opportunities to another person.


Product list
Sales Opportunity Product Values

Sales Forecast Pro allows you to create and maintain a list of  Product Values.

The  Product Values list is used when adding new sales opportunities to indicate the product being sold in the forecasted sales opportunity.

Examples could include ... Product A, Metal Doors, Software, etc.

Any time a new value is used it is automatically added to the list of product values and stored in a disc file [PRODUCT.ISS] on your system.

To delete an item selected from this list, simply type the [Delete] key.  Sales Forecast Pro will ask you to confirm this action.


Status list
Sales Cycle Status Values

Sales Forecast Pro allows you to create and maintain a list of Sales Cycle Status Values.

The Sales Cycle Status Values list is used when adding new sales opportunities to indicate the position within your sales cycle that the forecasted opportunity should be considered.

Examples could include ... Above Funnell, In Funnel, Middle, Top, Bottom, etc.

Any time a new value is used it is automatically added to the list of status values and stored in a disc file [STATUS.ISS] on your system.

To delete an item selected from this list, simply type the [Delete] key.  Sales Forecast Pro will ask you to confirm this action.


Probabilities
Sales Success Probability Percentages

Sales Forecast Pro allows you to create and maintain a list of success probability percentages.  These are stored as three digit numbers ranging from 000 to 100.

The success probability percentage list is used when adding new sales opportunities to indicate your degree of confidence that the forecasted opportunity will be closed.

Examples could include ... 025, 050, 075, 100.

Any time a new value is used it is automatically added to the list of percentages and stored in a disc file [PROBABIL.ISS] on your system.

To delete an item selected from this list, simply type the [Delete] key.  Sales Forecast Pro will ask you to confirm this action.


Adding
Adding Sales Opportunity Records

Sales Forecast Pro allows you to input full details to describe a new sales opportunity.

While on the main screen, click on the ICON labeled [Add New] and Sales Forecast Pro will take you to the detail entry screen.

First, you identify the sales opportunity by entering a new description or by selecting from the existing database of opportunities.  To select from the existing database, simply click on the down arrow at the end of the Opportunity text box.

Next, you identify the sales cycle status of this opportunity by entering a new status or by selecting from existing status values.  To select from the existing status values, simply click on the down arrow at the end of the Status text box.

Next, you identify the product for this opportunity by entering a new product or by selecting from existing products.  To select from the existing product values, simply click on the down arrow at the end of the Product text box.

Next, you identify the success probability percentage for this opportunity by entering a new success probability percentage or by selecting from existing success probability percentages.  To select from the existing success probability percentage values, simply click on the down arrow at the end of the Probability text box.

Now, fill in the remaining fields to supply ...

          Quantity ... the number of products forecasted (optional),

          Amount ...  the dollar value of the forecasted business,

          Planned Closure Date ... the date on which you forecast booking the order,

                                                     (Click on the down arrow to select from a calendar)

          Comment ... any text string you wish (optional).

Select the record classification ... Acutal Forecast Item, What If or Closed.

The First Forecasted date and Last Updated date are automatically set by Sales   Forecast Pro.


Modifying
Modifying Sales Opportunity Records

Sales Forecast Pro allows you to modify (edit) the contents of an existing sales opportunity.

Double clicking the desired sales opportunity from the Sales Opportunity Summary list in the main screen instructs Sales Forecast Pro to display the record's full details.  You can then edit any or all of the fields.  Click on the [OK] button to store the results of your editing.

You may also click on [Cancel] to return to the Sales Opportunity Summary without recording any of your changes.

While you are in the detail screen, you may also choose to Delete the sales opportunity.

The results of your edits are immediately reflected in the Sales Opportunity Summary upon return to the main screen.


Deleting
Deleting Sales Opportunity Records

Individual sales opportunity records may be deleted one at a time.

While in the main screen, select the item to be deleted from the Sales Opportunity Summary list (single click on it or move to it using the Up/Down arrows) and then type the [Delete] key.  Sales Forecast Pro will ask you to confirm you action.

You can also invoke the delete action by using the Delete menu item under the Edit Menu on the main screen's menu bar.

A special 'Delete All' function also exist.  When selected, Sales Forecast Pro will ask you to confirm you action.  This is will permanently delete all sales opportunity records in your current database.  This is invoked by using the Special Delete menu item under the File Menu on the main screen's menu bar.


Tabular Formats

Sales Forecast Pro displays your currently selected Sales Opportunity Summary on its main screen.  The items within this summary are arranged top-to-bottom based on the sort you specify.

Above the items listed are six (6) tabs that allow you to specify the desired sort sequence ...  (Sort by Opportunity, Sort by Status, Sort by Product, Sort by Planned Close Date, Sort by Amount and Sort by Probability).

For each sales opportunity, the summary contains the sales cycle status, the product, the planned closure date, the amount and the success probability percentage.

The total summary amounts (forecasted amount and probability amount) are shown at the top of the display.


Graphical Formats

Sales Forecast Pro allows you to display your current Sales Opportunity Summary in a stacked bar chart format.

The sales opportunity records being displayed are converted to stacked bars that represent forecasted amounts for each product for each month of the range of the sales opportunity summary.

You may choose to display total forecasted amounts by clicking on the ICON on the main screen that looks like a bar chart.

In addition, you can choose to display probability amounts (forecasted amount multiplied by the success probability percentage) for the sales opportunities.  This is specified by using selecting the appropriate menu item under the Graph menu item in the menu bar of the main screen.

You should setup your Sales Opportunity Summary for the desired horizon (standard or custom) before requesting the bar chart display.


Standard Horizons

Sales Forecast Pro allows you to filter your sales opportunity records into the Sales Opportunity Summary using five standard time horizon values:

      1 Month ... Includes records with planned closure dates in the current month,

      2 Months ... Includes records with planned closure dates in the current most

                          two months,

      3 Months ... Includes records with planned closure dates in the current most

                          three months,

      6 Months ... Includes records with planned closure dates in the current most

                          six months, and

      ALL Months ... Includes records without regard to planned closure dates.

The chosen time horizon is combined with the selected record classification to control the filtering of sales opportunity records into the Sales Opportunity Summary.

The standard record classifications that may be selected include:

      Actual Forecast Items Only ... Actual forecasted opportunities that are not                                                          closed,

      What If Items Only ... Only opportunities that are marked as 'What If'

      All Items ... Includes records regardless of their classification as long as they

                          are not marked 'Closed'.


Custom Horizons

In addition to the standard horizons, Sales Forecast Pro allows you to define very comprehensive selection criteria for filtering your sales opportunities into the Sales Opportunity Summary to be displayed.

This feature is invoked from the main screen.

First, you select the record classification for use in filtering the sales opportunity records.  You can choose:

             Active ... Actual forecasted items that are not closed,

             What If ... What If forecasted items that are not closed,

             Closed ... Forecasted items that have been marked as Closed,

             Active & Closed ... All Actual Forecasted items (excludes What If), and

             All ... All items on the database.

Second, you specify the date range that will controll the filtering.  These dates default to dates that span the entire time framed as defined by reading all records in the present database.  Change these dates to narrow your search.

Third, you select a specific list of opportunities to be included in your forecast summary.  This defaults to ALL opportunities.  Double click on an opportunity to move it to the Selected List.  Items in the Selected List can be removed by double clicking on them.

Fourth, you select a specific list of products to be included in your forecast summary.  This defaults to ALL products.  Double click on a product to move it to the Selected List.  Items in the Selected List can be removed by double clicking on them.

When all selections are made, click on the [OK] button to initiate the search.

Click on the [Reset] button to return to the default selection values that existed when you came into the custom horizon screen.


Importing
Importing Sales Opportunity Records

Sales Forecast Pro allows you to import sales opportunity records from another Sales Forecast Pro database into your present database.

You can choose to import All Records or Actual Forecast Item records only.  If you choose Actual Forecast Item records only, Sales Forecast Pro skips any records that were classified as 'What If' or 'Closed'.

Imported records will replace duplicate records in the existing database, thus ensuring that your forecast summary will contain the most recently imported information.

To specify the source file click on the [...] button.  This will take you to a standard file dialog box.  You can then browse the system and/or network to choose  the file you wish to import from.


File Menu

Printer Setup

This menu selection instructs Sales Forecast Pro to invoke the normal windows dialog box for printer setup.  You can reassign your default printer and/or change any of its setup parameters.  These changes are actual system changes just as if you had used the Windows Control Panel.

Print

This menu selection instructs Sales Forecast Pro to produce a printed report on your default printer using the currently displayed Sales Opportunity Summary.

Backup Forecast Data

This menu selection instructs Sales Forecast Pro to copy your current Sales Opportunity database, and your sales environment files to an existing DOS directory.  You use a browse capability to select the desired directory to which the files will be copied.

Restore Forecast Data

This menu selection instructs Sales Forecast Pro to copy your Sales Opportunity database and your sales environment files from an existing DOS directory to your currently active directory;  thus replacing the existing files.  You use a browse capability to select the desired directory from which the files will be copied.

Maintenance

This menu selection provides access to two sub-menu items:

     Auto Update Stale Forecast Items ... this instructs Sales Forecast Pro to examine all of your sales opportunity records to see if any of them need to have their "planned closure" date updated to the current month.  Each month, you may have one or more sales opportunity records that you had planned to close in the previous month.  The records that did not close, need to be updated to reflect the change in "planned closure" date.  This auto update function changes any past-due "planned closure" dates to the current month.  You will be asked to confirm this action.

     Special ... Delete All Forecast Items ... this instructs Sales Forecast Pro to DELETE all records from your sales forecast database.  This is handy any time you wish to start with a clean slate (i.e., prior to importing forecast records, starting a new usage of the program).    You will be asked to confirm this action.

Register Sales Forecast Pro

This menu selection instructs Sales Forecast Pro to display the registration screen so that you can enter your security code.  iSBiSTER requires that you register your copy of Sales Forecast Pro.  You will be supplied your security code upon registration.  The registration screen allows you to enter the text for Licensee (could be your name, for a personal copy, or a company name for corporate usage) and the security code provided by iSBiSTER.  After typing the correct (case sensitive) value for licensee and clicking your security code, you click on the [OK] button and the program will change its status to "Registered".  Sales Forecast Pro is distributed as an unregistered, fully functional program.  You have twenty (20) to fully evaluate its capabilities before it begins to notify you that it needs to be registered.      THANKS for your Support !!

Import/Export Data

This menu selection instructs Sales Forecast Pro to display the import/export screen ... paving the way for you to move forecast records into or out of your present sales opportunity database.  You can browse your system/network for the desired file.

When exporting data, you can output all of your active forecast records or only the active "actual forecasted" records (thus skipping your "What If" records).  This allows you to pass your sales opportunity records on to your management.

When importing data, Sales Forecast Pro merges the input records into the existing database over-writing duplicate entries.  This allows management to combine several forecast files into a consolidated database.

Exit

This menu selection instructs Sales Forecast Pro to terminate.


Edit Menu

Add New Forecast Item

This menu selection instructs Sales Forecast Pro to display the detail entry screen that allows you to define a new sales opportunity.

Delete Selected Item

This menu selection instructs Sales Forecast Pro to "Delete" the currently selected (highlighted) item on your Sales Opportunity Summary.


Graph Menu

Use Total Forecasted Amounts

This menu selection instructs Sales Forecast Pro to display your present Sales Opportunity Summary in a stacked bar chart format.  Opportunity records are displayed by product by month using "total forecated" amounts.

Use Probability Amounts

This menu selection instructs Sales Forecast Pro to display your present Sales Opportunity Summary in a stacked bar chart format.  Opportunity records are displayed by product by month using "probability" amounts.  Probabilty amounts are computed by multiplying the total forecasted amount by the success probability percentage.


Help Menu

Help with Sales Forecast Pro

This menu selection invokes the Windows Help file that you are currently viewing.

What's New in This Version

This menu selection invokes the Sales Forecast Pro README.TXT file.

About Sales Forecast Pro

This menu selection displays the About screen for Sales Forecast Pro.


Summary
Sales Opportunity Summary

Sales Forecast Pro uses its main screen to display your currently selected sales opprotunity records.  This display is known as your Sales Opportunity Summary.

This summary consists of a list of sales opportunities selected from your database and sorted according to the tab chosen (Sort by Opportunity, Sort by Status, Sort by Product, Sort by Planned Close Date, Sort by Amount and Sort by Probability).    The  selection of sales opportunities is controlled by your chosen time horizon (1, 2, 3, 6 or all months) and record classification (Actual, What If and All).  In addition, you can build custom horizons and choose your sales opportunities in a very comprehensive manor.

For each sales opportunity selected, the summary contains the sales cycle status, the product, the planned closure date, the amount and the success probability percentage.

The total summary amounts (forecasted amount and probability amount) are shown at the top of the display.

The summary list can be re-sorted by clicking on a different 'Sort by' tab.

The summary list can be sent to the default printer and/or displayed graphically as a stacked bar chart.


Record Classifications

Actual Forecast Item

Sales opportunity that you plan to close and that you wish to have reported to management.

What If Item

Sales opportunity that you want to include for "What If" planning but that you do not wish to have reported to management.

Closed

Sales opportunity that you have closed (you got the sale) and that you wish to keep on your database for future reporting.  You must use the custom horizon feature to have these included in your Sales Opportunity Summary.


Main Screen

Sales Forecast Pro uses its main screen to display the current Sales Opportunity Summary as controlled by the users selection process.

The radio buttons along the bottom of this screen are used to specify the selection criteria.  You can select one of the standard time horizons or create a custom horizon by clicking the appropriate radio button.  You can also specify the record classification to be used in selecting the sales opportunities for the summary by clicking on the appropriate radio button.

The main screen also includes ICONS that allow you to invoke the following featues:

            Add a new sales opportunity to your database,

            Graph the present opportunity summary,

            Import sales opportunity records, and

            Export sales opportunity records.

The menu bar on the main screen is used to invoke many of the additional features of Sales Forecast Pro.

Single clicking one of the items in the Sales Opportunity Summary list instructs Sales Forecast Pro to display further details on that opportunity in the lower right corner of the main screen.  The UP/DOWN arrows can also be used to accomplish this.

Double clicking on an item in the list instructs Sales Forecast Pro to display full details for the selected item and allow you to edit the data if you choose.  The ENTER key can also be used to accomplish this.

Pressing the [Delete] key instructs Sales Forecast Pro to delete the currently selected item in the summary list.


Exporting
Exporting Sales Opportunity Records

Sales Forecast Pro allows you to export sales opportunity records to another Sales Forecast Pro database from your present database.

You can choose to export All Records, Actual Forecast Item records only or only the records represented by your current Sales Opportunity Summary .  If you choose Actual Forecast Item records only, Sales Forecast Pro skips any records that were classified as What If or Closed.

If you choose the Current Sales Opportunity Summary, Sales Forecast Pro operates only on the records contained in the current summary list on the front screen.

To specify the destination file click on the [...] button.  This will take you to a standard file dialog box.  You can then browse the system and/or network to choose  the file you wish to export to.  You can optionally specify a new file from within the dialog box.


Archiving
Archiving Sales Opportunity Records

Sales Forecast Pro allows you to archive sales opportunity records into another Sales Forecast Pro database from your present database.

After the records are stored in the other database, they are deleted from the current database.

You can choose to export All Records, Actual Forecast Item records only or only the records represented by your current Sales Opportunity Summary.  If you choose Actual Forecast Item records only, Sales Forecast Pro skips any records that were classified as What If or Closed.

If you choose the Current Sales Opportunity Summary, Sales Forecast Pro operates only on the records contained in the current summary list on the front screen.

To specify the destination file click on the [...] button.  This will take you to a standard file dialog box.  You can then browse the system and/or network to choose  the file you wish to export to.  You can optionally specify a new file from within the dialog box.