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            Allow Forecast Adjustments

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            Allow Forecast Adjustments

            Help your sales team produce the most accurate forecast possible and allow managers or forecast users to adjust rollup values.

            Required Editions

            Available in: 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 enable forecasts users for adjustments:

            Manage Users

            AND

            Customize Application
            To customize the opportunity list in a forecast type:

            Customize Application

            AND

            Manage Public List Views

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

            Enable Forecast Adjustments

            Allow forecast users who anticipate differences between the current forecast values and future sales results to adjust the forecast rollup values in their forecasts. You specify whether forecast managers can adjust subordinates’ and child territory forecasts, whether forecast users can adjust their own forecasts, or both. If multiple forecast types are active, each forecast type maintains separate adjusted amounts.

            1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
            2. In the Enable Adjustments and Judgments section, select who can make forecast adjustments:
              • To let forecast managers adjust the forecasts of their immediate subordinates and child territories, select Manager adjustments. This setting is on by default.
              • To let all forecast users adjust their own forecasts, including the territory forecasts that they own, select Owner adjustments.
            3. Select to show adjustments when you’re hovering over adjustable forecast category cells in the forecast summary or show as separate columns for each adjustable forecast category. This setting applies only to pipeline forecasts.
              Selecting to show adjustments as columns adds columns for each adjustable forecast category on the forecasts page. For each adjustable forecast category, up to three columns are shown.
              • A column with the original forecast value before any adjustments
              • If owner adjustments are enabled, a column with the forecast user’s direct reports’ adjustments
              • A column with the forecast user’s own adjustments
              Any notes about an adjustment are viewable when you hover over the column. If you change how to show adjustments, no adjustment data is lost.
            4. Save your changes.
            5. Ensure that each user who adjusts forecasts has the Override Forecasts user permission in their profile. This permission is available in the standard profile by default.

            Rename Adjustment Columns

            If you select to show adjustments as columns on the forecasts page, you can change the default column names to fit your sales model and business practices. For example, rename the My Commit column to Call or Call Number to indicate that it’s your best estimate about the forecast.

            Adjustment columns apply to pipeline forecasts only.

            1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
            2. Edit the Enable Adjustments and Judgments section. Ensure at least one adjustment option is selected, adjustments are shown as columns, and that those settings are saved.
            3. After the adjustment settings are saved, see the table and update the column names for each adjustable category.
              Whether you selected Manager Adjustments or Owner Adjustments determines which columns are available to rename. Ensure that the column names you add match the category and the behavior described. If the browser window is resized, column names are truncated. We recommend using short names.
            4. Save your changes.
            Important
            Important The changes you make in the table update adjustment column names only. For instructions to change category names, see Customize Salesforce Forecasting Categories.

            Disable Forecast Adjustments and Manager Judgments

            If you no longer want forecast managers and users to adjust forecasts, or forecast managers to apply judgment to opportunities in a forecast, disable the options in Setup. Updating user permissions isn’t required to disable either option.

            Warning
            Warning Disabling forecast adjustments removes existing adjustments for all forecast types. Before disabling these features, see Adjustment Deletions in Pipeline Forecasts.
            1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
            2. Edit the Enable Adjustments and Judgments section.
            3. Deselect the options you no longer want to allow.
            4. Save your changes.

            See Also

             
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