Realized Sales Overview and Tracking

Definition and Criteria
Realized Sales refer to the invoiced amounts for goods shipped to customers for a won opportunity. An opportunity is considered “won” once the first commercial sale occurs, and there is a genuine expectation to achieve the forecasted sales.

Update Cycle
For closed projects, Realized Sales are tracked over a 2-year period: the current year (CY) and the following year (CY+1). Updates are not mandatory but must be entered manually. "Growth" businesses are required to update Realized Sales quarterly, with the goal of entering data into the CRM within 10 working days after the project closure.

Importance of Monitoring
Monitoring Realized Sales is essential for several reasons:

  1. Ensures appropriate allocation of resources, especially for "Growth" businesses.
  2. Supports the Sales Incentive Plan by making CRM the single source of truth for tracking opportunities.
  3. Provides insights into budget alignment and initiates discussions if opportunities fall short of expectations, impacting future sales projections.

Additional Information
For more details on tracking Realized Sales, please refer to the link here.


Source: CRM (incl. cust 360, Opportunities)

Functional Design: 

Realized Sales Creation and Tracking
Realized Sales data is managed under the "Schedule & Realized Sales" tab, specifically within the "Realized Sales (Only for closed opportunities)" component. This tool allows opportunity owners to record actual sales achieved during the defined time frames:

  • Forecasts are entered annually, while Realized Sales are recorded quarterly.
  • Users can select current or past years using a picklist but cannot select future years.
  • Realized Sales can only be entered for opportunities marked as Closed Won.


User has to scroll down to the bottom of Forecasts & Realized Sales tab to edit Realized Sales: 


The table component shows 4 attributes:

  • Product Name
    • It is retrieved from the opportunityLineItems list and is shown as a column in the table
  • Scheduled Amount
    • This shows the amount that was scheduled for the product. It is formatted as a currency value.
  • Frequency
    • Represents the frequency with which the realized sales are reported. It currently only includes logic for the "Quarterly" frequency. 
  • Realized Sales

1.Component visibility:

The component is visible if fields:

  •  <Closed> = true 
  • <Probability (%)> = 100%


2.Year Selection Logic:

The component shows sales data based on the selected year. It defaults to showing the current year's data when loaded but allows users to switch years to compare past data.