Forecasts rely on how opportunity Stage picklist values map to values in the Forecast Category picklist. For example, if you map the Negotiation/Review stage to the Best Case forecast category, the amounts of your opportunities in Negotiation/Review are included in your Best Case forecast amount. If the stage of an opportunity changes, the probability and forecast category also change.
Here’s an example mapping.
|Id Decision Makers||60%||Pipeline|
- From the management settings for opportunities, go to Fields.
- Click Stage. Each row in Opportunity Stages Picklist Values shows a stage and the forecast category that it’s mapped to.
- Click Edit to change a mapping.
- Save your changes.