Define Pipeline Forecast Types

Use forecast types to specify how Salesforce calculates forecasts. Each forecast type presents projected sales from a different perspective.

• Pipeline Forecast Types
  Forecast types represent your sales teams’ projected sales from a different perspective. Each type can be set up to use different data, measures, dates, and filters to gather the forecast information that is most relevant to your business.
• Configure and Activate Pipeline Forecast Types
  Let your sales team choose between forecast types to project sales from multiple perspectives.
• 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.
• Considerations for Showing Opportunity Fields in Pipeline Forecasts
  When a rep selects a forecast in the forecasts grid, a list of opportunities that roll up to that forecast appears below the forecast summary. Refer to our guidelines when you’re choosing the fields to show as columns in the opportunity list.
• Schedule and Product Date Forecasts
  Base forecasts on schedule and product dates to reflect your business model. Schedule and product date forecasts are available in Lightning Experience only.
• 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.