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Territory Forecasts
If your sales team uses Sales Territories, Salesforce Forecasting, and Lightning Experience, they can forecast by territory. Territory forecasts give your team a snapshot of how expected sales compare between territories. Want to know which territory has the most closed deals this month? Or which territory is lagging in software deals? Use territory forecasts to find out.
Required Editions
| Available in: Lightning Experience |
Available in: Developer and Performance Editions and in Enterprise and Unlimited Editions with Sales |
When territory forecasts are enabled, the forecasts page shows the user the following.
- Forecast rollups based on the territories assigned to each opportunity
- Forecasts for the territories that the user is assigned to
- Territory forecasts shared to the user
- The opportunities included in territory forecasts, regardless of whether the opportunity owner is assigned to the territory
Users can also drill down to:
- Child territories’ forecasts.
- An individual rep’s forecasts for a territory if the territory doesn’t have a forecast manager.
Territory forecasts are based on your territory hierarchy, not your user role hierarchy, as other forecast types are. Users switch from role-based forecasts to territory-based forecasts by selecting a territory forecast type as a tab on the forecasts page.
In territory forecasts, an opportunity is rolled up into one territory forecast only. If you use opportunity splits in a team selling scenario, each split on the opportunity only rolls up to one territory.
Who Sees What in Territory Forecasts
- A territory’s forecast manager can view the forecasts for that territory. If the territory has other users assigned, those users can’t view that territory’s forecasts. Those users’ opportunities are rolled up into the territory’s forecasts and aren’t grouped by user.
- If a forecast manager is assigned, the territory’s opportunities roll up into the territory forecast, not the individual users’ forecasts. If no forecast manager is assigned, the opportunities are grouped based on the individual users within the territory.
- A “holdout” scenario occurs when a user owns an opportunity that’s assigned to a territory but the user isn’t assigned to the territory. For example, you own the Smith & Co. opportunity, and it’s assigned to your California territory, but you’re not assigned to the California territory. In this scenario, the opportunity list includes the opportunity, and the user appears in the forecasts grid but isn’t searchable.
- Forecast managers can share their forecasts with any Salesforce user at their company. When sharing, they specify whether a coworker can make adjustments or only view the shared forecasts. Forecast managers can’t share their summary view.
- Forecast users can see all their territory forecasts in the
single-page summary view. The view shows forecasts for the top-level territories that
users are assigned to in each branch of the territory hierarchy. Then users drill down
to see their assigned child territories and the other child territories of the top-level
territories. And if you’re using product family territory forecasts, summary view makes
it easy to see how multiple territories’ forecasts roll up to a product family
total.
For example, let’s say your territory hierarchy has three branches: Canada, Mexico, and US. Canada and US have child territories. And every territory except Quebec has a forecast manager assigned, shown here in parentheses.
- Canada (Amy)
- Ontario (Amy)
- Quebec (No forecast manager. Dan and Kim are assigned as reps.)
- Mexico (Kim)
- US (Dan)
- CA (Amy)
- LA (Kim)
- SAC (Amy)
- SF (Dan)
- CA (Amy)
With your territory hierarchy set up this way:
- Amy sees forecasts for Canada and CA.
- Dan sees forecasts for Quebec and US.
- Kim sees forecasts for Quebec, Mexico, and LA.
- Canada (Amy)
