In Salesforce Classic, click + and then Customize My Tabs. App Manager, and then click the Edit quick Move Forecasts from the Available column to the Selected column, and then save your changes.
How to setup forecasting in Salesforce?
How to setup Forecasting in Salesforce 1 From Setup, click Manage Users → Users. 2 For each user you want to enable, click Edit. 3 Under General Information, select Allow Forecasting. 4 Click Save.
How can I Make my sales forecast more accurate?
Breaking your patterns can help you find new ways of crafting even more accurate forecasting. Try skip-level forecasting, ask different questions, have executive sponsorship reviews, and take different angles of the data. What happens to sales forecasts in unpredictable times?
How do I add a new forecast type?
Doesn’t yet have any forecast types enabled, click Add a Forecast Type. Already has forecast type enabled, click Add another forecast type. From the Forecast Type menu, choose the data source you want to use for the forecast.
How do I use the forecast measurement?
Choose the Forecast Measurement you want to use. There are two choises: Revenue or Quantity. If you want use both, add separate forecast types for each one. Choose fields you want to display in the related opportunities list on the Forecast tab for the forecast type.
Can you edit forecast category in Salesforce?
You can change the forecast category of an Opportunity stage by editing the Opportunity stage picklist value. Although forecast categories are linked to stages, it's important to note that users can change the mapped category on an Opportunity without changing the stage, as well by editing the Forecast Category field.
How do I change the forecast manager in Salesforce?
Click View Hierarchy next to your active territory model. Click Edit next to the territory you want to assign a forecast manager. In the Forecast Manager field, enter the user you want to assign as the forecast manager. Save your changes.
How do I change the forecast hierarchy in Salesforce?
From Setup, in the Quick Find box, enter Forecasts Hierarchy , and then select Forecasts Hierarchy....For everyone to see the forecasts:Make sure that your user role hierarchy is set up if you plan to use role-based forecasts.Assign a forecast manager to the top level of your role-based forecast hierarchy.More items...
What is forecast adjustments in Salesforce?
Your Salesforce admin can enable managers to adjust subordinates' and child territory forecasts, or they can enable all Collaborative Forecasts users to adjust their own forecasts, including territory forecasts that they own. Or, your admin can enable both of them.
How do I create a forecast in Salesforce?
How to Setup Forecasting in SalesforceDefine Forecast settings. Here you get to select the most appropriate forecasts for your company. ... Enable Users. Not everyone will have access to the forecasts. ... Create a Forecast Hierarchy. ... Choose a Forecast Currency. ... Determine the Forecast Date Range. ... Customize Forecast Categories.
How do I add a user to a forecast in Salesforce?
Set up Salesforce so that your sales team can use Collaborative Forecasts....Enable Users in Collaborative ForecastsFrom Setup, in the Quick Find box, enter Users , and then select Users.For each user that you want to enable, click Edit.Under General Information, select Allow Forecasting.Save your changes.
What is forecast hierarchy in Salesforce?
The forecast hierarchy is a nested, expandable list of forecast users or territories that determine how forecasts roll up within a company and who can view and adjust them. The role-based forecast hierarchy is based on the user role hierarchy and specifies which users are forecast managers.
What is forecast type in Salesforce?
Each forecast type is configured to use specific types of data from standard opportunity fields, opportunity products, opportunity splits, overlay splits, territories, product schedules, or custom currency and number fields.
What does a forecasting manager do?
A Forecast Planning Manager manages the organization's forecast planning function using inventory levels, production speed, and product demand to estimate output. Gathers and evaluates data to develop solutions for increasing production.
Forecast Category and Opportunity Stage relationship
There are several opportunity stages but at high level it is close (lost and won) and open. At open stage there are many stages.
Modifying Standard Forecast Categories
We can edit the category and probability for each stage based on business use case
What are quotas?
Quotas are used to set target sales goals for forecast users. This can allow organizations to establish greater accountability for meeting sales expectations.
What is a Forecast Category in Salesforce?
Let’s simplify Salesforce Forecast Categories some more. You have a new sales opportunity in the very first stage, Prospecting. That’s great! However, at this early stage of the sales cycle, it’s hard to accurately predict if the Opportunity will be won.
How to Adjust Forecast Categories
You can change the forecast category of an Opportunity stage by editing the Opportunity stage picklist value.
Viewing Forecast Categories
In addition to viewing the forecast category on the Opportunity page layout, you’ll also see your forecast categories when viewing the Forecast tab. When you view the forecast, you will not see anything that has been omitted.
Forecast Category Rollups
Forecasts can be either single or cumulative. Single forecasts will display the value from a single forecast category. Cumulative forecasts can be enabled and will display the value from multiple categories:
Summary
So, that was Salesforce forecast categories in a nutshell. A great feature to categorize Opportunities and predict the likelihood of winning!
Add More to the Mix
While in Setup, Cindy configures a few more features to enhance the experience of account managers. Advanced Account Forecasting works seamlessly with standard Platform features like approval processes, sharing sets, and field-level security. All of these can create a personalized experience for your business.
Views, Filters, and More
It’s the start of a new quarter and account managers are busy at Badger Parts. Elliott Drake, regional sales manager, has a meeting with all account managers in his territory and wants the forecasts to be generated for all accounts and channels that he oversees.
Time to Adjust
Zac sees that the forecasted revenue for the Braking product category for the ship-from location Detroit Plant for the current period is $10,000. He knows that the product is hot in the market and will churn in more revenue. He clicks in the cell corresponding to June FY 2021 and Account Manager Adjustments for the product, and adds the following:
Happy Times
Things are looking good at Badger Parts. Cindy has demonstrated her wizardry yet again. Badger Parts now has a sophisticated, flexible, and customizable forecast framework to scale up its sales and operations. With multiple forecast sets and automated data processing engine runs, account managers can get granular forecasts any day of the week!
Forecast Category Example
Let’s say you have two opportunities. Both at the Proposal stage and you’ve presented your quote.
Adjusting Forecast Categories
You pre-define Forecast Categories based on the opportunity stage. (We’ll look at how to do that in a moment).
Forecast Category and Opportunity Stage relationship
In Salesforce, each opportunity stage has a pre-defined Forecast Category.
1. Salespeople must commit
If your sales team already uses the Commit concept then the Forecast Category is an excellent way to report on those deals.
2. Separating process from intent
The opportunity stage reflects your selling process. However, it says nothing about the customer buying process. Nor, indeed, does it indicate confidence in winning a deal.
3. Communicating upwards
In some companies, Board and executive reporting use Forecast Categories.
4. Summarize opportunity stages
If you have more than four or five pipeline stages, then you might want to rationalize them. This article will help you do that.
