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Managing Pipeline Forecasts
Get an all-in-one view and place to manage your sales team’s expected revenue in the Forecasts tab.
Required Editions
| Available in: both Salesforce Classic and Lightning Experience |
| Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales |
Watch a video overview about working with the main components on the forecasts page.
- View Other Users’ Forecasts
Your position in the forecast hierarchy determines whose forecasts you can see. By default you see your forecast, which is made up of the reps and other forecast managers below you in the hierarchy. You can select other users below you in the hierarchy to view their forecasts. You cannot select people above you in the hierarchy. - View Forecasts from Different Perspectives
If your Salesforce admin activates multiple forecast types, select the forecasts that are relevant to you as tabs on the forecast page. Then, you can quickly access each tab to review your forecast from different perspectives. - Review Recent Changes in Forecast Value
To help you identify recent changes in value to a forecast, changes within the last 7 days are highlighted in the forecast summary. As a sales leader, you don’t want to be caught unaware of changes in your team’s forecast. Choose to show week-over-week changes for each forecast category so that you can adjust your sales and forecasting strategies accordingly. - Review Pipeline Forecasts Against Forecast Quotas
A forecast quota is the monthly or quarterly sales goal that’s assigned to a sales team member or territory. A manager’s quota equals the amount that the manager and team are expected to generate together. The quota rollup is done manually by users and managers, and revenue or quantity data can be used. If you have multiple types of forecasts enabled, each type maintains separate quota information. - Opportunity Details in Pipeline Forecasts
Review key guidelines for viewing the opportunity details on the forecasts page. - Partner Portal User Opportunities in Pipeline Forecasts
Partner portal users are external to your Salesforce org but sell your products and services through indirect sales channels. Your partner portal users use a portal to log in to Salesforce. Partners can create opportunities, and users can assign opportunities to them. - Managing Common Pipeline Forecast Types
Forecasts types specify how Salesforce calculates forecasts and projects sales from a different perspective. Learn about managing these common pipeline forecast types. - Considerations for Managing Territory Pipeline Forecasts
Before changing your active territory model, review how territory forecast data and performance can be affected.
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