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            Pipeline Forecasts Reports

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            Pipeline Forecasts Reports

            Review guidelines for how to get the most from reports about forecasts.

            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
            • To determine whether forecasting reports are available, go to the Reports tab, and then click New Report. Select the folder in which your Salesforce admin has placed the forecasting report types. For example, many admins store Forecasting Items and Forecasting Quotas reports in a Forecasts folder. If you don’t see the fields or report type names described in this table, check with your admin.
            • If a report that uses a specific forecast type doesn’t run, that forecast type was likely deleted. Check with your admin.
            • Reports contain the latest information at the time when you run the report. If changes are in progress while the report is running, you can see a difference between your reports and the forecasts page.
            • The data available to you in a report depends on what you have access to and can view in Salesforce Forecasting. For example, forecast managers can view adjustments, but someone who’s not a forecast manager running a similar report doesn’t see the adjusted forecasts in reports. A forecast can consist of a rollup of many users’ forecasts, so examine report results closely when using summary fields.
            Report Element How to See It
            A forecast summary from a specific user’s perspective. Create a Forecasting Item report, and add a filter using Owner: Full Name. Filter by the person’s name.
            A forecast summary from a specific territory’s perspective.

            Create a Forecasting Item or Forecasting Quotas report, and add a filter using Territory: Label. Filter by the territory’s name.

            Forecasting Item and Forecasting Quotas reports don’t include territory-based forecasts in either of these situations.

            • You select the My direct reports’ forecasting items or My direct reports’ forecasting quotas filter.
            • Both role-based and territory-based forecast types are enabled, and you select the All forecasting items or All forecasting quotas filter.
            The sum of a person’s revenue opportunities, without adjustments. Include Owner Only Amount in your Forecasting Item report. For example, if you own two opportunities, each worth $10,000, the Owner Only Amount is $20,000. To view the same information for quantity (for role-based forecasts only), add Owner Only Quantity to the report.
            The sum of a person’s owned revenue opportunities and the person’s subordinates’ opportunities, without adjustments. Subordinates include everyone reporting up to a person in the forecast hierarchy. This amount is visible only on reports. Include Amount Without Adjustments in your Forecasting Item report. For example, if the sum of the amount of all opportunities that you own is $20,000, and the sum of the amount of your subordinates’ opportunities is $55,000, the Amount Without Adjustments is $75,000. To view the same information for quantity (for role-based forecasts only), add Quantity Without Adjustments to the report.
            The forecast number as seen by the forecast owner. This number is the sum of the owner’s revenue opportunities and the owner’s subordinates’ opportunities, including adjustments made by the forecast owner on the owner’s or subordinates’ forecasts. It doesn’t include adjustments made by forecast managers above the owner in the forecast hierarchy. Include Amount Without Manager Adjustments in your Forecasting Item report. For example, Anne has an Amount Without Adjustments of $75,000, made up of $20,000 of her own opportunities and $55,000 of opportunities owned by Ben, her subordinate. She adjusts Ben’s amount to $65,000 for a total of $85,000. If you adjust Anne’s number from $85,000 to $100,000, you see $85,000 in Amount Without Manager Adjustments because that’s the amount Anne sees. Anne can’t see your adjustments because you’re her manager. To see the amount that includes your adjustment to $100,000, look at Forecast Amount. To view the same information for quantity (for role-based forecasts only), add Quantity Without Manager Adjustments to the report.
            The revenue forecast from the forecast manager’s perspective and the sum of the owner’s and subordinates’ opportunities, including all forecast adjustments. Include Forecast Amount in your Forecasting Item report. For example, you’re a forecast manager and have another forecast manager reporting to you who has an Amount Without Manager Adjustment totaling $85,000. If you adjust the forecast to $100,000, the Forecast Amount is $100,000. To view the same information for quantity (for role-based forecasts only), add Forecast Quantity to the report.
            Whose forecasts have adjustments made to them. Include Has Adjustment in your Forecasting Item report. For example, if you make a manager adjustment to one of your subordinate’s forecasts, this checkbox is selected. If your subordinate adjusts one of their subordinate’s forecasts, this checkbox is selected. However, unless you have the View All Data permission, if your forecast manager adjusts your forecast, this checkbox remains deselected. You don’t have access to your forecast manager’s adjustment information. Also add Has Owner Adjustment. If forecast users adjust their own forecasts, this checkbox is selected.
            Quota detail for your forecasts. Create a Forecasting Quotas report. For example, depending on how your Salesforce admin set up the report type, you can include fields, such as the full name of the quota owner and territory. Then you can filter by your own name to see quotas that you created and their related accounts, owners, and territories.
            How forecasts today compare with earlier forecasts. Create a Forecast with Historical Trending report, and then compare the value of the Forecast Amount field at the beginning of the month with its value at the end of the month, sorted by owner. To create the report, switch to Salesforce Classic. You can run the report in Lightning Experience and Salesforce Classic.
            Results for your direct reports only. When creating a forecasting report, choose My Direct Reports’ <item name> from the Show Me (Lightning Experience) or Show (Salesforce Classic) menu. The report shows results only for role-based forecast types.
            Which type of forecast the results are from. Refer to the Forecasting Type: API Name field in the report results. This field is included in the default page layout for Forecasting Item and Forecasting Quota reports.

            See Also

             
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