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            Manager Judgments in Pipeline Forecasts

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            Manager Judgments in Pipeline Forecasts

            As a forecast manager, you assess your forecasts during each period and adjust the forecast as you receive new information and circumstances change. To create the most accurate forecast possible, apply your judgment about whether you consider an opportunity part of the forecast total. Applying your judgment as a forecast manager provides visibility into which deals you have the highest confidence to close and a more accurate picture of your forecast to managers above you in the hierarchy.

            Required Editions

            Available in: Lightning Experience
            Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales

            Forecast managers can apply judgment to opportunities that their direct reports own. When reviewing the Commit forecast category rollup value, the total of the opportunities indicated as part of the forecast is shown.

            • In single category rollups, the IN total is the total of any committed opportunities judged as IN that roll up through the forecast manager’s hierarchy.
            • In cumulative category rollups, the IN value also includes Closed Won opportunities, because committed and closed won opportunities roll up into the Commit Forecast column. Judgment totals are available for the current forecast period.

            Opportunity Split Forecast Types

            The forecast manager’s judgment applies to their percentage of the opportunity and rolls up through the forecast hierarchy. If manager judgments differ on an opportunity that’s split, higher-level managers in the hierarchy see Mixed in the rolled-up forecast. Mixed indicates that management owners aren’t aligned on whether the opportunity is considered part of the forecast. Mixed also shows when only some forecast managers in the split relationship have applied judgment, but not all.

            Multiple Active Forecast types

            The forecast manager’s judgment applies at the opportunity level. If a forecast manager uses multiple forecast types when reviewing and working with their forecasts, their judgment for an opportunity applies to each type.

            Product Family Forecasts

            For forecast types based on product family, the judged total is available on the overall product family row and not at the forecast period row.

            When Opportunities Move Between Forecast Categories

            If an opportunity moves from one category to another, the judgment moves with it, assuming the forecast manager doesn’t also change.

            • Apply Manager Judgment to Opportunities in Pipeline Forecast
              To create the most accurate forecast possible, apply your judgment as a forecast manager about whether you consider a subordinate’s opportunity part of your forecast. Then you have the details about the total value of the opportunities when you review and adjust the total Commit forecast.
            • Manager Judgment Deletions in Pipeline Forecasts
              Review the scenarios that cause manager judgments to be deleted from opportunities in a pipeline forecast.
            • Who Can Apply Manager Judgments in Pipeline Forecasts
              Forecast judgments at the opportunity level provide an assessment about the opportunities that the forecast owner feels confident to close during the forecast period. Your system settings and your place in the forecast hierarchy determines if you can view and make judgments.

            See Also

             
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