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Set Up Account Forecasting
To help users track forecast numbers for their accounts, enable Account Forecasting in Setup and assign users the appropriate permission sets. Then, define the account forecast configurations on the Account Forecasting page in Setup.
Required Editions
| Available in: Lightning Experience |
| Available in: Enterprise, Unlimited, and Developer Editions |
Note
There’s a newer version of forecasting available called Advanced Account Forecasting. To learn about how the features are different, review this comparison. For new implementations, use Advanced Account Forecasting. For existing implementations, plan your migration.
- Configure Forecast Generation and Display Settings
Set up the forecast display settings on the Account Forecasting page in Setup. You can define the start period, forecast frequency, and the display duration for rolling forecasts. The forecast display rolls over and adds another period every month or quarter, depending on the selected forecast frequency. This rolling forecast capability ensures that you forecast as many months ahead as in the display duration. - Configure Account Forecast Generation Filters
Select the list views for accounts and products in the Setup page of Account Forecasting. Forecasts are generated only for the selected accounts. - Configure Account Forecast Calculation Settings
Define the sales agreements to use for calculating sales agreement metric values in account forecasts by selecting a sales agreement list view. - Configure Forecast Adjustment Settings
Align your forecast adjustments with your company’s planning period. During the adjustment period, your company can collaborate on forecasts and modify forecast values. Forecast values are locked beyond the adjustment period. Account managers can use the time beyond the adjustment period to plan inventory and operations. - Recalculate All Account Forecasts
Recalculate forecasts for all the identified accounts at any time during your company's fiscal year. - Account Forecasting Usage and Limits
You can view the data volume used and number of times certain operations have run for account forecasts in your Salesforce org. Compare this usage with the defined limits by checking the percentage of the limit used. You can ensure optimal performance of your Salesforce org by reviewing these details periodically. - Create Custom Fields for Account Product Forecast and Account Product Period Forecast Objects
You can create custom fields for the Account Product Forecast and Account Product Period Forecast objects and define a unique mapping for these fields. This mapping creates a metric that you can add to an account forecast. Use these custom metrics to track account forecasts better. - Map Custom Fields of Account Product Forecast and Account Product Period Forecast
Add custom metrics to the Forecast tab of an account by mapping custom fields of Account Product Forecast and Account Product Period Forecast. Make each mapping unique. - Select Metrics to Display in Forecast
Select the metrics you want your key account managers to view on the Forecast tab for an account. - Build Formulas to Calculate Forecast
Use the Formula Builder on the Account Forecasting page in Setup to create formulas for forecast calculations. You can define your own formulas for quantity and revenue based on sales agreements, orders, opportunities, and account metrics. - Setup Email Notifications for Account Forecasts
Set up contact information to send notifications along with suggested next steps in case automated processes fail. - Notifications for Account Forecast Operations
When forecast operations, like forecast generation, complete or fail, admins and account managers are notified via in-app notifications, email, or both.
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