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Manage Opportunity Stage to Forecast Category Mappings for Pipeline Forecasts
Forecasts rely on how picklist values map between the Stage field and the Forecast Category field on opportunities. 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.
| Stage | Probability | Forecast Category |
|---|---|---|
| Prospecting | 10% | Pipeline |
| Qualification | 10% | Pipeline |
| Needs Analysis | 20% | Pipeline |
| Value Proposition | 50% | Pipeline |
| Id Decision Makers | 60% | Pipeline |
| Perception Analysis | 70% | Best Case |
| Proposal/Price Quote | 75% | Best Case |
| Negotiation/Review | 90% | Commit |
| Closed Won | 100% | Closed |
| Closed Lost | 0% | Omitted (not included in forecasts) |
Update the mappings in the Stage field on the Opportunity object.
- From Object Manager, open the Opportunity object and select Fields & Relationships.
- 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.
Note Users can edit the Forecast Category field on opportunities that they own, overriding the
default stage-to-category mapping. In Salesforce Classic, the stage determines the available
forecast categories. In Lightning Experience, all forecast categories are available for all
stages.
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