Adjustments in Pipeline Forecasts

Depending on your system settings, forecast managers can:

• Adjust their own Best Case and Commit forecasts and the forecasts of subordinates one level below them in the forecast hierarchy. The Salesforce mobile app supports owner adjustments only.
• Adjust forecasts that don’t include adjustments and forecasts that include adjustments made by someone else on their opportunity team.
• View adjustments that subordinates make at every level below them in the forecast hierarchy. Adjustments made to their subordinates’ forecasts roll up into their own forecasts. For example, let’s say you’re a sales manager who adjusted the forecast of one of your sales reps down from $2,000 to $1,500. Your vice president, who’s your forecast manager, sees $1,500 when viewing your forecast, along with an icon indicating that the forecast contains an adjustment. The vice president can decide to adjust it back to $2,000.

Any adjustments that the managers make to subordinates’ forecasts from their own forecast page don’t appear on the subordinate’s forecasts page. Instead, the managers see that subordinate’s forecasts and any adjustments that the subordinates made to their own forecasts or forecasts of their subordinates.

For example, let’s say you’re a vice president of sales. On your own forecasts page, you see a July Best Case forecast of $1,250 (including a $50 adjustment that you made) for one of your first-level subordinates, a sales manager. However, when you view the sales manager’s forecasts page, the July Best Case forecast is $1,200, because it doesn’t include your adjustment. If a manager and a subordinate adjust the same forecast, only the manager’s adjustment rolls up the forecast hierarchy.

Adjustment Details

Your Salesforce admin can configure adjustments to show only in a window when you hover over a forecast cell, or to break out adjustment amounts into separate columns.

If Salesforce is configured to show adjustments when hovering over the cell, you see one forecast value per row for each category shown in the forecast summary. That value represents the last adjusted value for that category. If the cell includes a icon, the forecast value includes an adjustment. Hover over the cell to review these details.

• The original forecast value before any adjustments were made.
• The adjusted value from your team (seen by forecast managers only).
• Your total Closed + IN judgments, if manager judgments are enabled (seen by forecast managers only)
• Any notes that you entered about adjustments that you made.

If Salesforce is configured to break out adjustments into separate columns, expand an adjustable forecast category to see the following forecast values.

• The original forecast value before any adjustments were made.
• Your team’s adjustments (if owner adjustments are enabled and you’re a forecast manager).

If a value in any column includes an adjustment, the cell includes a icon. Your adjustments are shown in the My <category> column, for example, My Commit. To see these details, hover over the cell.

• Your total Closed + IN judgments, if manager judgments are enabled (seen by forecast managers only)
• Any notes that you entered about adjustments that you made.

To see the details about team adjustments, go to your direct report’s forecast view.

Note If there are changes in the last 7 days, you can also see the details about those changes when hovering over the cell. However, the icon doesn’t indicate those types of changes.

Adjustments and Multiple Active Forecast Types

If multiple forecast types are active, each forecast type maintains separate adjustments. For example, if opportunity revenue and quantity forecasts are enabled, you can adjust forecasts for each type. However, adjustments made in the opportunity revenue-based forecast aren’t shown as adjustments in any other forecast type. So if you adjust an opportunity revenue forecast from $100,000 to $90,000, and then switch your forecast view, you don’t see an equivalent adjustment value in the opportunity quantity forecast. If you change the forecast view back to the opportunity revenue forecast, you see your adjustment of $90,000.

Adjustments and Product Family Forecasts

If you use product family forecasts, you can’t adjust your own product family forecasts in Salesforce Classic. If users adjust their product family forecasts in Lightning Experience, not every total in the Salesforce Classic forecasts grid reflects the adjustments.

Adjustments When Opportunities Move Between Forecast Categories

When an opportunity moves from one forecast category to another, such as from Pipeline to Best Case, the unadjusted raw forecasts change for each of those rollups. However, forecasts with adjustments don’t change in the summary on the forecasts page. To account for changes in the stage of opportunities, update or remove your adjustments to each forecast rollup.