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            Turn On Salesforce Forecasting and Define Forecast Settings

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            Turn On Salesforce Forecasting and Define Forecast Settings

            Starting in Winter ‘24, forecasting is automatically enabled with default pipeline forecasting settings are configured for you. In orgs created before Winter ‘24, you can manually enable forecasting and take advantage of the same default settings for your opportunity based forecasts. To update the configuration to meet your business processes, visit the Forecasts Settings page in Salesforce Setup.

            Required Editions

            Forecasts Settings available in: Lightning Experience
            Forecasts Hierarchy available in: both Salesforce Classic and Lightning Experience
            Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales
            User Permissions Needed
            To view the Forecasts Settings page:

            View Setup and Configuration

            AND

            View All Forecasts OR Allow Forecasting OR delegated forecast manager
            To edit the Forecasts Settings page: Customize Application
            To customize the opportunity list in a forecast type:

            Customize Application

            AND

            Manage Public List Views
            To enable forecasts users:

            Manage Internal Users

            AND

            Customize Application

            Before you start, make sure that you’re working in Lightning Experience.

            1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
            2. If needed, enable forecasts.
              These default for pipeline forecasts are set for you. You can adjust these settings to meet your business requirements.
              Pipeline Forecast Type A pipeline forecast type with the following parameters is created for you.

              Object: Opportunity

              Measure: Amount

              Date: Close date

              Hierarchy: User

              Role Filters: None

              Custom Columns: Gap to Quota, Pipeline Coverage

              You can modify the opportunity list, select the columns to show in the forecast summary, apply filters, and modify the custom columns for that type. Or, create your own types to meet your business needs.

              If your org existed before Winter ’24, make sure that the default type is activated as part of your settings review.
              Adjustments Manager Adjustments
              Forecast Rollups Cumulative Category Rollups
              Currency Org Currency
              Date Range

              Forecast Period: Monthly

              Starting On: Current Month

              Extending for: 1 month
              Show Quotas Selected

              The forecasts page includes a quota column, attainment percentages, and progress bars. Be sure to enter your quota data in the Forecasts Quota page in setup.
            3. To complete your forecast setup, give access to the users who forecast and add them to the forecast hierarchy.

            To get the most out of forecasts in Salesforce, set up forecast quotas, and review the other customizable options to fit your business. We also recommend turning on historical trending for the ForecastingItem, and setting the retention period to 13 months. Historical data gives sales leaders the data required to populate forecast charts and reports, and to show highlights about changes in forecast values in the last 7 days.

            See Also

             
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