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Group Pipeline Forecasts to Match Your Business
Group forecasts into segments that make sense for your business. For example, define forecast groups that represent the industries your products and services serve or your company’s business units. You can also group forecasts by product family.
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 define picklists and edit product families: | Customize Application |
| To create and manage a forecast type: | Customize Application AND View Setup and Configuration |
Group Pipeline Forecasts by Custom Picklist
If your business model includes groups that sales managers use to forecast sales, use custom single-selection picklists to define a forecast group. Then, define forecast types that group forecast rollup totals by the picklist’s values. Grouping forecasts using a custom picklist is available for forecast types created in Spring ’24 or later that are based on the Opportunity and Opportunity Product objects.
- From Object Manager, add a custom single-selection picklist to the Opportunity, Opportunity Product, or Product object. You can also use a preexisting custom single-selection picklist. Make sure the picklist is available on the page layouts that your sales reps and forecast managers use.
- From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
- In the Available Forecast Types section, create a forecast type based on the Opportunity or Opportunity Product object. If you added the picklist to the Product object, create the forecast using the Opportunity object.
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As you complete the forecast type setup flow, select the picklist to group by and select
the values from the picklist to show in the forecast type.
You can select up to 50 values from the identified custom picklist to include in the forecast.
- To see the group selection for each opportunity, add the picklist field as a column in the opportunity list for the forecast type.
- Save your changes, and then activate the forecast type.
Group Pipeline Forecasts by Product Family
If your company groups its products and services into product families such as Hardware and Software, you can group forecasts using families instead of a custom picklist. Grouping forecasts by product family is available for forecasts based on the Opportunity Product, Line Item Schedule, and Opportunity Product Split objects.
The product families you select to use in forecasts apply to all forecast types that are grouped using product families. If you require separate groups for each forecast type, use custom picklists instead.
- In Object Manager, define your company’s product families in the Product Family field on the Product object.
- From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
- Ensure that at least one forecast type that groups by product family is active.
- In Forecasts Settings, in the Manage Product Family Groupings section, select the product families that you want to include in forecasts.
- Save your changes.
