For organizatons that use product schedules, it may be beneficial to have opportunity revenue and quantity distributed through the Forecasts based on the product schedule, instead of lumped together on the Opportunity's Close Date. With Customizable Forecasting, we can specify this under the Forecast Settings:
From Setup, click Customize > Forecasts (Customizable) > Settings
Choose a Forecast Date that determines how opportunity amounts contribute to forecasts:
- Choose Opportunity Close Date if you want the entire opportunity amount to contribute to the forecast period for that date. If your organization does not use products, this is the only option available.
- Choose Product Date if you want the amount of the product on the opportunity to contribute to the forecast period that corresponds with the Product Date. When no products exist on an opportunity or the product date is blank, Salesforce uses the Opportunity Close Date in the user’s forecast instead.
- Choose Schedule Date if you want the individual revenue schedule amounts to contribute to the forecast periods that correspond with the schedule dates. If a product does not have a revenue schedule, Salesforce uses the Product Date in the user’s forecast instead.
If the Forecast Date is set to Schedule Date, then the quantity and/or revenue dates within your product schedule will be used for forecasting.
Ex: A revenue only schedule of $100 per month for 12 months would appear in the forecasting as $100 per month or $300 per quarter, instead of $1,200 on the Close Date.
Note: This is currently not an available feature within Collaborative Forecasts, but may be promoted on the IdeaExchange at the following link: