Pilot - Collection Forecasting

Installation & Configuration Guide: Invoice-Driven Forecasting

Pre-requisites

• Your salesforce org must have Quote To Order (Add Subs Product v1.7+) installed before installing this Add-on.

Post-Installation Setup

A. User Permissions

1. Assign the QuoteXInvoicingAndForecasting Permission Set to all Sales Reps, Managers, and Finance Users.
2. On the User object, ensure the custom field Allow_Collection_Forecasting__c is checked for all users who should appear in the dashboard dropdown.

B. Defining the Fiscal Calendar

1. Navigate to the Fiscal Periods tab.
2. Create records for your current financial year (e.g., "April 2025", "May 2025").
3. Ensure Start_Date__c, End_Date__c, and Month_Number__c are populated accurately to drive the dashboard's time-filtering logic.

C. Setting Collection Quotas

1. Navigate to Collection Quotas.
2. Create target records for your Sales Reps.
3. Link each quota to a Fiscal Period and a Sales Rep/Owner.
4. Define the Target_Collection_Amount__c for that specific period.

D. Configuring Company Payment Details (India Specific)

This feature allows you to manage local payment identifiers required for Indian compliance:

1. Set up Company Payment Detail records.
2. Populate GSTIN__c, UPI_ID_VPA__c, and IFSC_Code__c.
3. Use the Is_Default__c checkbox to ensure these details appear on generated invoices.

Automation & Flow Activation

Ensure the following Flows are active to automate the transition from Opportunity to Invoice:

• Create Invoice From Opportunity: Converts won deals into Invoice records. - Add an action button on opportunity object and add that on the record page / layout.
• Create Invoice From Order: Creates Invoice from Order record - Add an action button on Order object and add that on record page/page layout.

Dashboard Deployment

1. Go to Setup > Lightning App Builder.
2. Open the Collection_Forecast_Dashboard Lightning Page included in the package.
3. Activate the page as an App Page or add it as a custom tab named "Collections Command Center."

Welcome to the QuoteX Invoice and Collection Forecasting tool. In many business landscapes, particularly in India, a sales achievement is truly recognized only when a formal invoice is generated. This dashboard is designed to align Salesforce Sales Cloud with that reality, empowering you to track, adjust, and hit your targets based on real-time billing data rather than just opportunity stages.

1. The Dashboard Interface

The Collection Forecast Dashboard serves as your mission control for revenue tracking. It integrates several advanced Lightning Web Components to provide a comprehensive view of your financial standing.

Key Components:

• Forecast Summary Matrix: A high-level, time-phased view of your financial outlook. It aggregates data into categories like Commit, Best Case, and Delayed, allowing you to see exactly where you stand against your monthly or quarterly targets.
• Editable Line Item Table: A granular, actionable list of all "Expected" payments. This is where you manage the specifics of individual invoices that drive your overall forecast.
• Achievement Tracker: A visual, real-time progress bar. It calculates how much of your assigned quota has been "retired" (met) by invoices generated within the current period.

2. How to Manage Your Forecast

A. Selecting Your Scope and Visibility

The dashboard is dynamic and adjusts based on the context you define:

• Sales Rep Dropdown: Filter the entire dashboard to view data for a specific team member. By default, this shows your own data.
• Include Subordinates (Manager View): If you manage a team, toggling this option will aggregate all invoice data from your direct and indirect reports, providing a "roll-up" view of the team’s total achievement.
• Fiscal Period Filter: Switch between different timeframes (e.g., specific months or quarters) to analyze historical performance or look ahead at future collection cycles.

B. Real-Time Adjustments (Inline Editing)

One of the most powerful features of this dashboard is the ability to perform "what-if" analysis and update records without leaving the page:

1. Identify the Record: Locate a specific Invoice Line Item in the data table that requires an update.
2. Edit Values: Double-click the Expected Payment Date (to move a collection to a different period) or the Adjusted Forecast Amount (to reflect partial payments or negotiated amounts).
3. Preview Impact: As you change values, the Forecast Summary matrix at the top will update instantly in your browser, showing the impact on your "Gap to Quota."
4. Commit Changes: Click Save Changes to persist these updates to the Salesforce database. Use Cancel to revert to the original values.

3. Understanding Quota Retirement and Logic

The system uses the Collection Quota object to measure your success. Understanding the lifecycle of an invoice is key to managing your numbers:

• Achievement Phase: Any Invoice created with a status of 'Expected' or 'Partially Paid' contributes to your current achievement. The system categorizes these based on the Payment_Confidence__c field (e.g., 90%+ is 'Commit').
• Retirement Phase: As Payment Transactions are logged and the Invoice status moves to 'Paid', that value is considered "collected." This successfully retires that portion of your quota.
• Forecast Override: If you have inside information that an invoice is at risk (despite its system status), you can use the Forecast_Override__c field on the Invoice record to manually adjust its weight or exclude it from the forecast summary.

4. Indian Payment Compliance & Regional Details

To support Indian business operations, the dashboard is integrated with local compliance tracking. When viewing or editing invoices, the system ensures visibility into:

• Tax Breakdown: View detailed GST (IGST/SGST/CGST) totals calculated at the line-item level to ensure the forecast reflects net vs. gross collection.
• Payment Metadata: Track associated UPI IDs, VPA addresses, and Bank IFSC codes for specific branches, ensuring the collections team has all the information needed to follow up on pending payments.