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Sales Pipeline Visibility and Forecasting
Customize Pipeline Forecast Categories

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Customize Pipeline Forecast Categories

A forecast category is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage. The standard forecast categories are Pipeline, Best Case, Commit, Omitted (not included in forecasts), and Closed. Salesforce admins can add a Most Likely category in Lightning Experience and rename categories in both single category rollups and cumulative category rollup scenarios.

Required Editions

Available in: both Salesforce Classic and Lightning Experience
Renaming forecast categories in cumulative rollups available in: Lightning Experience
Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales
Note
Note You can't delete or deactivate standard forecast categories.

Rename Categories in Single Category Rollups

If you select single category rollups, update category names in the Opportunity object in Object Manager.

Important
Important Don't change the API names of the forecast category picklist values. Changing the API names create forecast calculation inconsistencies and produces incorrect results.
  1. From Setup, open the Object Manager and access the Opportunity object.
  2. Go to Fields & Relationships and select Forecast Category.
  3. In the Forecast Category Picklist Values section, click Edit next to the category you want to rename.
  4. Enter the updated name and save your changes.

Rename Categories in Cumulative Rollups

If you select cumulative category rollups, update category names on the Forecast Settings page in Salesforce Setup.

  1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
  2. In the Manage Forecast Rollups section, click Edit.
  3. Ensure that Cumulative category rollups is selected.
  4. Enter new category names in the table and save your changes.

Add the Most Likely Forecast Category

To classify opportunities as most likely to close, add the Most Likely forecast category.

Note
Note Once you add the Most Likely category, you can't delete or deactive it.
  1. From Setup, open the Object Manager and access the Opportunity object.
  2. Go to Fields & Relationships and select Forecast Category.
  3. In the Forecast Category Picklist Values section, click New.
  4. Add the label, API name, and select Most Likely as the Status Category.

Most Likely is now included as a Forecast Category picklist value on opportunities. After you map Most Likely to one or more opportunity stages, it appears as a column between Best Case and Commit on the forecasts page.

See Also

 
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