Collaborative Forecasts

Implementation Guide
Version 1, Summer ’23

@salesforcedocs
Last updated: May 25, 2023
© Copyright 2000–2023 Salesforce, Inc. All rights reserved. Salesforce is a registered trademark of Salesforce, Inc., as are other

names and marks. Other marks appearing herein may be trademarks of their respective owners.
CONTENTS

Collaborative Forecasts Implementation Guide . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

Tutorial #1: Set Up Collaborative Forecasts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Step 1: Turn On Collaborative Forecasts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Step 2: Add a Forecasts Tab . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Step 3: Decide Which Forecast Types to Use . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Step 4: Activate a Forecast Type, and Select Columns to Show in the Opportunity List . . . . . . . . . 6
Step 5: Choose a Forecast Rollup Method . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Step 6: Define a Default Date Range . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Tutorial #2: Set Up Forecasts Users . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Step 1: Enable Forecasts Users . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Step 2: Learn About and Set Up Your Role-Based Forecasts Hierarchy . . . . . . . . . . . . . . . . . . 10
Step 3: Learn How Partner Portal Users Can Add Collaborative Forecasts Opportunities . . . . . . 13

Tutorial #3: Get the Most from Collaborative Forecasts . . . . . . . . . . . . . . . . . . . . . . . . 14

Step 1: Customize Forecast Category Names . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Step 2: Enable Adjustments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
Step 3: Set Up a Default Collaborative Forecasts Currency . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Step 4: Show Quotas . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Step 4.5 (Optional): Manage Quota Data in Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
Step 5: (Optional) Create Your Own Custom Forecasts Pages . . . . . . . . . . . . . . . . . . . . . . . . 17
Step 6: Create a Forecasting Custom Report Type and Forecasting Report . . . . . . . . . . . . . . . 18
Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
COLLABORATIVE FORECASTS IMPLEMENTATION GUIDE

USER PERMISSIONS

To use Collaborative Forecasts: View All Forecasts

OR
Allow Forecasting
OR
Delegated forecast manager status

To access role-based forecasts in Lightning Experience: View Roles and Role Hierarchy

To enable Collaborative Forecasts users: Manage Users

AND
Customize Application

To create and manage forecast types: Customize Application

To adjust forecasts: Override Forecasts

To manage quotas of all users in the forecast hierarchy: Manage Quotas

AND
View All Forecasts

To see the forecasts of all other users: View All Forecasts

To create or update custom report types: Manage Custom Report Types

To delete custom report types: Modify All Data

This series of tutorials teaches you about Collaborative Forecasts settings and features. You learn how to set up Collaborative Forecasts
and enable users who need it for their jobs. The tutorial also steps you through how to enhance the forecasting experience for your
users.

Using Forecasts to Project and Plan

A forecast expresses expected sales based on the gross rollup of a set of opportunities. Using Collaborative Forecasts, sales teams can
project and plan their sales cycles from pipeline to closed sales so that they can manage expectations.
The forecasts on the forecasts page are totals and subtotals of the opportunities in the standard forecast categories: Pipeline, Best Case,
Commit, and Closed. You can show a Most Likely category in Lightning Experience, rename single category rollups, and rename cumulative
category rollups. Depending on how Salesforce is set up, these forecasts can reflect opportunities from one or multiple forecast categories.
In the forecasts grid, forecasts are organized by forecast rollup, time period, and optionally by product family and territory. Forecasts can
include adjustments made by forecast managers to their immediate subordinates’ forecasts and adjustments made by users to their
own forecasts.

1
Collaborative Forecasts Implementation Guide

Users can view their forecasts and related opportunities for one person or for everyone below them in the forecasts hierarchy. For
example, users can see the July Best Case forecast for all sales managers reporting to them, all sales reps reporting to any of their managers,
or one rep.
You can base forecasts on the Opportunity, Opportunity Product, Opportunity Split, and Line Item Schedule objects. Up to four forecast
types can be active at a time.

Before You Begin

To benefit the most from the tutorials, make sure that you set up the following.
• Accounts
• Opportunities
• Profiles
• Roles
• Users
Depending on how you forecast, make sure you also set up the following.
• An active territory model
• Custom fields (number or currency type) on the Opportunity, Opportunity Product, Opportunity Split, and Line Item Schedule objects
• Opportunity splits
• Product families
• Product schedules

2
TUTORIAL #1: SET UP COLLABORATIVE FORECASTS

This tutorial takes you through turning on Collaborative Forecasts, setting the tab visibility for the profiles who need it, activating a
forecast type, choosing how to roll up your opportunities to forecasts, and defining a default date range.

Step 1: Turn On Collaborative Forecasts

Before you start, make sure you’re working in Lightning Experience.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. If Collaborative Forecasts isn’t enabled, enable it, and then save your changes.

Step 2: Add a Forecasts Tab

Set the tab visibility for the profiles that need Collaborative Forecasts, such as sales users and sales managers. You can always come back
and make changes. As you add profiles, set tab visibility for them as well.
1. From Setup, do one of the following.
• In Lightning Experience, in the Quick Find box, enter App Manager, select App Manager, and then click the Edit quick
action for your Lightning app. Then click Navigation Items.
• In Salesforce Classic, click + and then Customize My Tabs.

2. Move Forecasts from the Available column to the Selected column, and then save your changes.
3. From Setup, in the Quick Find box, enter Profiles, and then select Profiles.
4. Click the profile that needs access to forecasts.
5. Click Object Settings and then Forecasts.
6. Click Edit.
7. From the Tab Settings dropdown list, select Default On, and then save your changes.

Step 3: Decide Which Forecast Types to Use

You can have up to four forecast types active at a time. Review the options for creating forecast types. Depending on how Salesforce is
set up, not every option is available.

Object Measure Date Type Hierarchy

Opportunity • Amount (revenue) • Close date • Territory
• Quantity • Custom date • User role
• Custom currency (revenue) or
number (quantity)

3
Tutorial #1: Set Up Collaborative Forecasts Step 3: Decide Which Forecast Types to Use

Object Measure Date Type Hierarchy

Opportunity Product • Total price (revenue) • Close date • Territory*
(Used for product family grouping and • Quantity • Custom date • User role
required for product date forecasts)
• Custom currency (revenue) or • Product date*
number (quantity)

Opportunity Split • Amount (used with revenue, • Close date • User role
(Required for opportunity splits forecasts) overlay, and custom currency • Custom date
split types)
• Custom currency (revenue)

Opportunity Product Split** • Amount (used with revenue, • Close date • User role
(Required for opportunity product splits overlay, and custom currency • Custom date
forecasts) split types)
• Custom currency (revenue)

Line Item Schedule • Revenue • Schedule date • Territory

(Used for product family grouping and • Quantity • User role
required for schedule date forecasts)
• Custom currency (revenue) or
number (quantity)

*When forecasting by Opportunity Product (total price or quantity) for territory hierarchy, the Opportunity Product Date isn’t supported.
However, Opportunity Close Date is supported.
**Supported by product family only.

Product Families
If your company groups its products and services into families and wants to forecast based on those families, use a product family forecast
type. Keep these considerations in mind.
• If you’re using Lightning Experience, you choose the product families to forecast on. The more product families you choose, the
more rows appear in the forecasts grid. The forecasts grid shows up to 2,000 rows.
• The Forecasted Amount column in the opportunity list on the forecasts page shows the product family totals, not the overall
opportunity totals that roll up into the forecast amounts. We recommend that you add this column to the opportunity list.
• Forecast users can view individual product family forecasts for users they have access to view.
• We recommend completing the Product Family field on each product record. Forecasts for products without a Product Family value
appear in a forecast row titled Products Not Categorized. If an opportunity lacks products, the opportunity amount or quantity also
appears in this row.
• Product family forecast totals aren’t available in Salesforce Classic. If users adjust their product family forecasts in Lightning Experience,
not every total in the Salesforce Classic forecasts grid reflects the adjustments.
• In Salesforce Classic, a manager’s own product family forecasts aren’t available, so they can’t be adjusted.
• You can set separate product family quotas for each sales rep but not a single quota for each sales rep.

4
Tutorial #1: Set Up Collaborative Forecasts Step 3: Decide Which Forecast Types to Use

Opportunity Revenue Splits

If your sales team uses team selling and opportunity splits, use an opportunity splits revenue forecast. Keep these considerations in mind.
• You must have team selling, opportunity splits, and the revenue split type enabled.
• In Salesforce Classic, an opportunity that contains only a single 100% revenue split shows “--” for the split percentage in the opportunity
list.

Opportunity Product Splits

If your sales team uses team selling and opportunity product splits, use an opportunity product splits revenue forecast. Keep these
considerations in mind.
• You must have team selling and opportunity product split type enabled.
• Forecasts for opportunity product splits are available with product families only. To forecast on opportunity product splits without
product families, use the opportunity split object instead.

Overlay Splits
Use overlay splits to track revenue from sales team members who help close opportunities but aren’t directly responsible for them.
• You must have team selling, opportunity splits, and the overlay split type enabled.
• The overlay splits on a specific opportunity aren’t required to total 100%.

Custom Dates
If you have custom fields based on the Date type on the Opportunity object, you can forecast using those dates for forecasts based on
the Opportunity, Opportunity Product, and Opportunity Splits objects.

Custom Measures
If you have custom currency or number fields on the Opportunity, Opportunity Product, Opportunity Split, or Line Item Schedule object,
you can forecast on the values in those fields.
• To forecast on revenue, use a custom currency field.
• To forecast on quantity, use a custom number field.

Expected Revenue
If the value of the Amount field and the actual revenue brought in by the opportunity often differ, the Expected Revenue field on
opportunities is useful. If your sales team anticipates this difference, consider using the Expected Revenue field and forecasting on it.
• You can forecast on revenue but not quantity.
• You can forecast on the Expected Revenue field regardless of whether you use opportunity splits with it.
• Regardless of whether you use splits with the Expected Revenue field, you must enable team selling, opportunity splits, and a custom
split type for it.

5
Tutorial #1: Set Up Collaborative Forecasts Step 4: Activate a Forecast Type, and Select Columns to Show
in the Opportunity List

Territories
If you use Enterprise Territory Management, you can enable territory forecasts. Territory forecasts are available in Lightning Experience
and the Salesforce mobile app for your active territory model only. When territory forecasts are enabled, the forecasts page shows 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
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, listed under Forecast Type in Display Settings.
Territory forecasts are based on fields on the standard Opportunity object. An opportunity is rolled up into one territory forecast only.

Step 4: Activate a Forecast Type, and Select Columns to Show in the

Opportunity List
Forecast types start with selecting the object you want to forecast on. Before creating a forecast type, make sure that you’re working in
Lightning Experience and that Collaborative Forecasts is turned on. Also make sure that the object you want to use is set up correctly.
Check your field-level security settings, and make sure that the opportunity Amount and Quantity fields, and any fields you want to
forecast on are visible.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Available Forecasts Types section, click Create a Forecast Type and follow the onscreen setup flow to define and save the
forecast type select the columns for the opportunity list.
3. To complete the setup flow, click Done.
The new forecast type appears in the list of available types on the Forecasts Settings page. Your new type has an inactive status.

4. To make the new forecast type available on the forecasts page, return to the Forecasts Settings page and select Activate from the
quick actions for the forecasts type.
You can have up to four active forecast types at one time. If you require more active forecast type, contact Salesforce Customer
Support. To edit an active forecast, such as changing the filters or columns to display, select the action you need from the quick
actions list for the active forecast.

When creating a product family forecast type, specify the product families to group forecasts by. From Setup, in the Quick Find box,
enter Forecasts Settings, and then select Forecasts Settings. Under Choose Product Families to Show in Lightning Experience,
select the product families to include.

Warning: Deactivating a forecast type deletes the related forecasting data If the forecast type is reactivated, the filter definitions
aren’t editable.

Step 5: Choose a Forecast Rollup Method

Choose between two methods of rolling up opportunities into forecasts.
• Single forecast category rollups combine the opportunities within each forecast category into separate forecasts for each category.
• Cumulative forecast rollups combine opportunities from multiple forecast categories into cumulative forecast categories.

6
Tutorial #1: Set Up Collaborative Forecasts Step 5: Choose a Forecast Rollup Method

The default rollup setting is single forecast rollups. If you choose cumulative forecast rollups, the way opportunities roll up to forecasts
is different. The column names on the forecasts page are also different.

Note: The examples in this topic use the four forecast categories that are enabled by default, but you can show a Most Likely
category in Lightning Experience, rename single category rollups, and rename cumulative rollups. When added, Most Likely appears
in the forecasts grid between Commit and Best Case.

Rollup Method Column Name on the Forecasts Page Opportunities That Roll Up to It
Single Category Pipeline Pipeline

Best Case Best Case

Commit Commit

Closed Closed

Cumulative Open Pipeline • Pipeline

• Best Case
• Commit

Best Case Forecast • Best Case

• Commit
• Closed

Commit Forecast • Commit

• Closed

Closed Only Closed

Advantages of Cumulative Forecast Rollups

With single category rollups, each total and subtotal represents opportunities from only one of the forecast categories. With this type
of rollup, if forecast users want to see the total that they’re going to bring for the month or quarter, they add the Best Case, Commit, and
Closed forecasts together.

Example: Single Category Rollups

Forecast amounts Closed Commit Best Case Pipeline

$50 $100 $150 $200

Opportunities Closed Commit Best Case Pipeline

$50 • $50 • $50 • $50

• $50 • $50 • $50
• $50 • $50
• $50

7
Tutorial #1: Set Up Collaborative Forecasts Step 6: Define a Default Date Range

With cumulative rollups, the forecast columns show cumulative amounts from the opportunities in the named forecast category and
subsequent categories in your sales pipeline. This view makes it easy for sales team members to see the total numbers that they’re likely
to bring in without combining the category totals themselves.
For example, this table shows the cumulative forecast rollup amounts when there are four Pipeline, three Best Case, two Commit, and
one Closed opportunity, each worth $50.

Example: Cumulative Rollups

Forecast amounts Closed Only Commit Forecast Best Case Forecast Open Pipeline

$50 $150 $300 $450

Opportunities Closed Commit Best Case Pipeline

$50 • $50 • $50 • $50

• $50 • $50 • $50
• $50 • $50
• $50

Warning: Switching from one rollup method to another deletes adjustments for all active forecast types.

1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Manage Forecast Rollups section, click Edit, and select how to organize forecast categories in rollups.
3. Save your changes.

Step 6: Define a Default Date Range

This date range is the default for the forecasts grid on the forecasts page. The forecasts grid shows forecasts for individual months or
quarters and a range of months or quarters, depending on your settings. A 3-month range is selected by default, but you can change
these settings as needed. For example, if it’s November and you select Current month for your beginning month and 6 months for
the number of periods, your users see forecasts for November to April. They can also see forecasts for individual months in the range
and the total for 6 months.
Typically, the default date range that you define coincides with your sales cycle. The maximum date range is 15 months, 15 fiscal periods,
or 8 quarters.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Choose a Default Date Range section,click Edit.
3. Select a period, when to start, and the number of periods to show. We show a preview of your date range.
4. Save your changes.
Users can use this default, or they can set a different date range display for their own forecasts. After users change their individual date
range displays, Salesforce admins can’t override them. However, when changing the period display from monthly to quarterly or quarterly
to monthly, the change is reflected in all users’ forecasts.

Warning: If you change the time period from monthly to quarterly or quarterly to monthly, or you change the standard fiscal
year, all adjustments and quotas are purged. If you enable custom fiscal years, creating the first custom fiscal year deletes any

8
Tutorial #1: Set Up Collaborative Forecasts Step 6: Define a Default Date Range

quotas and adjustments in the corresponding and subsequent standard fiscal years. These changes trigger a forecast recalculation
that can take significant time, depending on the quantity of your data.
Let’s say a new VP joins your company. The date range shown on the VP’s forecasts page is the default setting of 6 months, beginning
with the current month. If the VP prefers a 4-month range, the VP can do the following.
1. In Lightning Experience, click the gear in the upper right, and then select Set Forecast Range. Or in Salesforce Classic, click Change.
2. Select a beginning and ending period.
3. Save the changes.

9
TUTORIAL #2: SET UP FORECASTS USERS

Now that your users can see the forecasts page and you selected a forecast date range, you’re ready to set up forecasts users.

Step 1: Enable Forecasts Users

Let’s enable the individual users within each profile that needs forecasting ability. Why? By enabling individual users, you retain granular
control over access even if multiple groups use the same profile. Let’s say you have an Accounts Payable clerk and a sales manager
assigned to the Standard User profile. You probably want to give forecasting ability to the sales manager but not to the clerk.
You can enable users on the All Users page or the Forecasts Hierarchy page. To enable Collaborative Forecasts on the All Users page:
1. From Setup, in the Quick Find box, enter Users, and then select Users.
2. For each user that you want to enable, click Edit.
3. Under General Information, select Allow Forecasting.
4. Save your changes.

Note: Users need the View Roles and Role Hierarchy permission to access role-based forecasts in Lightning Experience. This
permission is assigned to all forecast users by default. The View Roles and Role Hierarchy permission is enabled for all Standard
user types (full CRM license with user type S) and standard and custom profiles. You can also enable the permission for Power
Customer Success (type C) and Power Portal User (type P) users. In addition, enabling the following user permissions automatically
enables View Roles and Role Hierarchy.
• View Setup and Configuration
• View All Forecasts
• Override Forecasts
• Delegated External Portal User

Step 2: Learn About and Set Up Your Role-Based Forecasts Hierarchy

The forecasts hierarchy is a nested, expandable list of forecast users that determines how forecasts roll up within your company and
who can view and adjust them. The role-based forecasts hierarchy is generated from your user role hierarchy and specifies which users
are forecast managers in the role-based forecasts hierarchy. Let’s say that you’ve enabled Collaborative Forecasts for the following users.
• One user in the Vice President, Sales role
• Two users in the Sales Manager role, both reporting to the Vice President, Sales
The users are in the role-based forecasts hierarchy within their respective roles. If you haven’t enabled forecasting for users, you can add
them to the role-based forecasts hierarchy now. If you’ve enabled territory forecasts, they’re based on your territory hierarchy, and you
assign forecast managers to territories via the territory hierarchy.
1. From Setup, in the Quick Find box, enter Forecasts Hierarchy, and then select Forecasts Hierarchy.
2. To see the available roles, click Expand All.

10
Tutorial #2: Set Up Forecasts Users Step 2: Learn About and Set Up Your Role-Based Forecasts
Hierarchy

3. Click Enable Users, and then move users between the Available Users and Enabled Users lists. If you enabled a user from Setup by
entering Users in the Quick Find box, selecting Users, and then editing a user page to allow forecasting, the name appears in the
Enabled Users list. For example, if you enabled a user named Gordon, the name appears in Enabled Users.

4. Before moving on, enable two or three users. This page shows two users in the Sales Manager role.

5. Save your changes.

Although the Sales Manager role reports to the Vice President, Sales in the role hierarchy, the users in the Sales Manager role don’t
automatically report to the Vice President, Sales in the role-based forecasts hierarchy. Enable a user in the role-based forecasts hierarchy
to act as the forecast manager to be able to view subordinates’ forecasts. Only one person at each level in the forecasts hierarchy can
be the manager. Let’s enable a forecast manager next.

11
Tutorial #2: Set Up Forecasts Users Step 2: Learn About and Set Up Your Role-Based Forecasts
Hierarchy

In the earlier example, we enabled a user named Gordon, who’s in the Vice President, Sales role and has people who report to him.
However, he’s not a forecast manager, so Gordon can’t view the forecasts of his subordinates or make adjustments.
To enable a forecast manager in the role-based forecasts hierarchy:
1. From Setup, in the Quick Find box, enter Forecasts Hierarchy, and then select Forecasts Hierarchy.
2. To select a forecast manager for each manager role in the hierarchy, click Edit Manager next to the role, and then select a name
from the Forecast Manager dropdown list.
3. Save your changes.

The person you designated as the forecast manager can now view and adjust the forecasts of people who report to the manager in the
role-based forecasts hierarchy. The manager can also jump to another user’s forecasts. To assign the Forecast Manager role to someone
else, click Edit Manager.

12
Tutorial #2: Set Up Forecasts Users Step 3: Learn How Partner Portal Users Can Add Collaborative
Forecasts Opportunities

Step 3: Learn How Partner Portal Users Can Add Collaborative Forecasts
Opportunities
Partner portal users are external to your Salesforce org but sell your products and services through indirect sales channels. Your partner
portal users use a portal to log in to Salesforce. Opportunities that a partner portal user creates can roll up to the forecast of the account
owner. The account owner must be the person’s forecast manager in the role-based forecasts hierarchy. For example:
• Gordon Johnson owns a partner account called Acme.
• Gordon has an Acme contact named Anne Smith.
• Anne is a partner portal user.
• Anne reports to Gordon in the role-based forecasts hierarchy.
If Anne adds opportunities in her portal, Gordon sees those opportunities in his forecast. Because Gordon is Anne’s forecast manager in
the role-based forecasts hierarchy, he can adjust forecast amounts based on her opportunities and see how she’s tracking against her
quota.
When working with partner portal users:
1. From Setup, in the Quick Find box, enter Users, select Users, and then select the partner portal contact that you created.
2. Make sure that the Active and Allow Forecasting options are selected.
3. Enable the partner portal user in the role-based forecasts hierarchy.

13
TUTORIAL #3: GET THE MOST FROM COLLABORATIVE
FORECASTS

If you completed the first two tutorials, your users can begin using Collaborative Forecasts. To help users get the most from the forecasting
information that they see, learn how to customize forecast category names, enable adjustments and quotas, set a default forecast
currency, and create forecasting reports.

Step 1: Customize Forecast Category Names

When you enable Collaborative Forecasts, five categories are available. A forecast category is the category within the sales cycle to which
an opportunity is assigned based on its opportunity stage. The standard forecast categories are Pipeline, Best Case, Commit, Omitted
(not included in forecasts), and Closed. Salesforce admins can show a Most Likely category in Lightning Experience, rename single
category rollups, and rename cumulative category rollups.
Let’s give the categories names that reflect your business practice. In these steps, we change the Commit Forecasts rollup name in
cumulative rollups.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Manage Forecast Rollups section, click Edit
3. Select Cumulative category rollups, and then click the rollup name you want to change.
4. Enter a rollup name, and then save your changes.
If you’re using single category rollups, change those names in the Forecast Category field in Object Manager. New forecast category
names appear on opportunity records and the forecasts page.
Forecast categories map to opportunity stage values. An opportunity stage value is the current stage of an opportunity, such as Prospect
or Proposal. Opportunity stage values correlate with forecast category values to determine how the opportunity contributes to a forecast.
Not sure what the mappings are? That’s OK. Let’s check them right now.
1. From the object management settings for opportunities, go to Fields.
2. Click Stage.

3. Scroll down to Opportunity Stages Picklist Values. Look at the row for each stage name to see which forecast category it maps to.
4. To change a mapping, click Edit.
5. In the Forecast Category dropdown list, select the category that you want mapped to that stage.
6. Save your changes.
What if you want to change the opportunity stage picklist values? You can do that, too.
1. From the object management settings for opportunities, go to Fields.
2. Click Stage.

14
Tutorial #3: Get the Most from Collaborative Forecasts Step 2: Enable Adjustments

3. Under Opportunity Stages Picklist Values, click New.

4. Create an opportunity stage, and then save your changes.
5. Under Opportunity Stages Picklist Values, click Replace.
6. Enter the name of the opportunity stage that you want changed.
7. From the dropdown list, select the new opportunity stage value.
8. Click Replace.
9. Click Finished.

Step 2: Enable Adjustments

Now let’s make it possible for your forecast users to adjust forecasts. But first, what’s an adjustment?
An adjustment indicates a judgment about the final figure that they expect a forecast’s opportunities to bring in at the close of the
forecast period. Forecast managers and sales reps can make adjustments. Some forecast managers adjust their own or a subordinate’s
forecast. For example, they know that certain reps tend to be too optimistic or too conservative when assigning values to opportunities.
If sales reps think that forecasts are understated or overstated, they can adjust their own forecasts. Forecast managers can adjust forecasts
that don’t include adjustments and forecasts that include adjustments made by someone else on their opportunity team. An adjustment
doesn’t change the underlying gross rollup. It adds a layer of detail. If multiple forecast types are active, each type maintains separate
adjustments.
When forecasts are enabled, managers, sales reps, or both can adjust forecasts. However, adjustments made in one forecast type don’t
appear as adjustments in any other forecast type. For example, if you adjust an opportunity revenue forecast from $100,000 to $90,000
and then switch your forecast view to opportunity quantity forecasts, you don’t see an equivalent adjustment in the opportunity quantity
forecast.
In this example, Deborah Leighton’s manager adjusted her original commit forecast of $120,275 to $130,000. This adjustment is reflected
in the manager’s totals for the month and the 3-month period.

To enable adjustments for your users, let’s go back to Forecasts Settings.

1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Enable Adjustments section, click Edit.
3. Select Manager adjustments and Owner adjustments.
4. Save your changes. Now let’s enable adjustments for the correct profiles.
5. From Setup, in the Quick Find box, enter Profiles, and then select Profiles.
6. Find the custom profile for which you want adjustments enabled, and then click Edit.
7. If you’re using the enhanced profile user interface, click App Permissions, and then click Edit.
8. Select Override Forecasts, and then save your changes.

15
Tutorial #3: Get the Most from Collaborative Forecasts Step 3: Set Up a Default Collaborative Forecasts Currency

Step 3: Set Up a Default Collaborative Forecasts Currency

If you don’t use multiple currencies, jump ahead to Tutorial #3, Step 4.
Now let’s look at the different currency options and what they’re used for.

Corporate currency The currency in which your corporate headquarters reports revenue.
Serves as the basis for all currency conversion rates.

Forecast currency A company’s corporate currency or each forecast owner’s personal

currency.

Forecast display currency The currency that a user selects in which to show forecasts. Users
make the section directly from the forecasts page. The selection
must be one of your company’s enabled currencies.

Personal currency A user’s default currency for reports. This currency must be one of
your active currencies. Forecast and quota amounts can appear in
your corporate currency or each forecast owner’s personal currency.

When you set up Collaborative Forecasts, you select a default forecast currency, but users can select a forecast display currency on the
forecasts page. Let’s select a default forecast currency now.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. In the Select a Default Currency section, click Edit.
3. Select Corporate Currency. You get a warning message about adjustments. You don’t have any adjustments yet, so click OK.
4. Save your changes.
5. Go to the forecasts page. If you have a revenue-based forecast type enabled, you see the currency indicated.
6. To change the currency, select a different currency from the gear (Lightning Experience) or the dropdown list (Salesforce Classic) in
the upper right of the forecasts page. The corporate currency that you selected earlier is shown. Select a currency other than your
corporate currency to show the forecast. For example, if the Indian rupee is enabled, select it, and then save your changes.
7. If you want to continue using the corporate currency as the forecast currency, you’re done. To set personal currency as the default,
go back to the Forecasts Settings page and change your selection.

Step 4: Show Quotas

More than likely, you want to allow forecasts users to see quotas and quota attainment information. A quota is a monthly or quarterly
sales goal that’s assigned to a user or territory. A manager’s quota equals the sales that the manager and team are expected to generate
together. The quota rollup is done manually by users and managers. Quotas can use revenue, quantity, or custom measure data. If quotas
are enabled, quota data appears on the forecasts page.
Let’s enable quotas.
1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
2. click Edit.
3. Select Show quotas.
4. Save your changes.

16
Tutorial #3: Get the Most from Collaborative Forecasts Step 4.5 (Optional): Manage Quota Data in Setup

After you enable quotas, users can choose to hide or show the quotas and quota attainment information on the forecasts page.

Step 4.5 (Optional): Manage Quota Data in Setup

1. Make sure that quotas are enabled.
2. From Setup, in the Quick Find box, enter Quotas, and then click Forecasts Quotas.
3. Select the period, forecast type, and product family (if relevant) of the quotas you want to add or update, and then click Show
Quotas.
4. Search for and select the users, roles, or territories whose quotas you want to manage, and then click Edit Selected Rows. You can
also click the pencil icon to edit quota and currency fields.
5. Enter quotas, and then save your changes.
For other methods of managing quota data, see Manage Quota Data for Collaborative Forecasts via Data Loader or the API in Salesforce
Help.

Step 5: (Optional) Create Your Own Custom Forecasts Pages

Using Lightning App Builder, create custom forecasts pages for desktop that include all the information your sales leaders require to
drive accurate forecasts that support your unique business needs. A default page is in place that contains the forecasts header, summary,
and opportunity list to engage with forecast information. Creating custom pages is optional if the default pages don’t meet your business
needs.
1. Make sure that Collaborative Forecasts is enabled.
2. To navigate to Lightning App Builder, from the forecasts page, select
Or access Lightning App Builder in Setup. From Setup, in the Quick Find box, enter App Builder, and then select Lightning
App Builder. Click New, and then select Forecasts Page.

3. Add the Forecasts Header component, which viewers of the page use to select what data shows in other forecast-related parts of
the page. We recommend that each forecasts page contains a header.
4. Add the standard and custom components that you want to include on the page.
For the best experience, we recommend adding the Forecast Summary component to show the actual forecast data for each period
and the Forecast Opportunity List component to show the opportunities that contribute to the forecast. If Einstein Forecasting is
enabled, Einstein predictions show in a slide-out panel when users select a cell in the Einstein Prediction column on the forecasts
page. No additional components are necessary to show Einstein Forecasts predictions.

5. For each component you add to the page, select the component and configure its individual properties.
6. To view and edit the page properties and to add a page description, click the empty area of the canvas and enter the information
about your page.
7. Save the page.
8. Activate the page for the org, user profile, or an app.
To activate the page, with the page open in Lightning App Builder, click Activation and select whether to enable the page for your
company, an app, or a user profile. The page isn’t visible to anyone until it’s active.

17
Tutorial #3: Get the Most from Collaborative Forecasts Step 6: Create a Forecasting Custom Report Type and
Forecasting Report

Step 6: Create a Forecasting Custom Report Type and Forecasting

Report
To make a forecasting report available to users, create a custom report type. A report type defines the set of records and fields available
to a report based on the relationships between a primary object and its related objects. Reports show only those records that meet the
criteria defined in the report type. This table describes the forecasting report types that you can create.

Primary Object Use to create a report for...

Forecasting Items Viewing information about forecasts, including adjustment information. If you use a forecast type
based on revenue, we recommend using these default fields in the report type.
• Owner Only Amount—The sum of a person’s revenue opportunities, without adjustments. For
example, if you own two opportunities, each worth $10,000, the Owner Only Amount is $20,000.
• Amount Without Adjustments—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. 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.
• Amount Without Manager Adjustments—The forecast number as seen by the forecast owner.
This amount 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. 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.
• Forecast Amount—The revenue forecast from the forecast manager’s perspective and the sum of
the owner’s and subordinates’ opportunities, including all forecast adjustments. 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.
If you use a forecast type based on quantity, use these default fields in the report type.
• Owner Only Quantity, Quantity Without Adjustments, Quantity Without Manager Adjustments,
and Forecast Quantity
Regardless of whether you forecast based on revenue or quantity, add these fields.
• Has Adjustment—A checkbox that indicates whether a manager adjustment was made on an
owner’s forecast.
• Has Owner Adjustment—A checkbox that indicates whether a forecast user has adjusted the user’s
own forecast.
If you use cumulative forecast rollups, add this field to your report.
• ForecastingItemCategory—This field indicates which rollup each forecast is for: Open Pipeline,
Best Case Forecast, Most Likely Forecast, Commit Forecast, Closed Only, Pipeline, Best Case, Most

18
Tutorial #3: Get the Most from Collaborative Forecasts Step 6: Create a Forecasting Custom Report Type and
Forecasting Report

Primary Object Use to create a report for...

Likely, Commit, or Closed. If you changed the forecast category cumulative rollup names, those
changes appear in the ForecastingItemCategory values.

Forecasting Items with Viewing opportunity revenue or quantity forecasts. View opportunity information for specific forecasting
Opportunities as a related line items. For example, you can create a summary report for each of your subordinates that includes
object the opportunity names and last activity dates for their forecasting items and final forecasts. To include
forecast adjustments, either use the Forecasting Items report type, or use the Forecasting Item with
or without opportunities option.

Note: For opportunities with no opportunity products specified, this report type includes two
forecasting items: one for the opportunity revenue forecast type and one with product family
grouping. These product family forecasting items roll up into the Products Not Specified row
of the product family forecast.

Forecasting Items with Viewing opportunity splits or custom split field forecasts. View opportunity split or custom split field
Opportunity Splits as a related information for specific forecasting line items. For example, you can create a summary report for each
object of your subordinates that includes the opportunity split amounts and percentages for their forecasting
items, with adjustment information and final forecast amounts.

Forecasting Items with Viewing product family forecasts. View product family information for specific forecasting line items.
Opportunity Product as a For example, you can create a summary report for each of your subordinates that includes the product
related object families and total price for their forecasting items, with adjustment information and final forecast
amounts.

Note: This report type shows forecasting items for product family revenue, product family
revenue by territory, and product family quantity forecast types. It includes opportunities with
and without opportunity products specified.

Forecasting Quotas Viewing data about individual or team quotas. We recommend including all the default fields in the
report type. For example, you can include lookup fields, such as the full name of the owner. When
running the report, you can filter by your name to see quotas that you created and their related accounts
and owners.

Forecasting Quotas with Viewing quota attainment. For example, you can use Forecasting Quotas and Forecasting Items to
Forecasting Items as a related create the custom report type. Then, when you create the report, include a team’s quotas and forecasted
object revenue for closed forecasts, and create a formula field to show the attained quota percentage.

To compare individual forecasts, team forecasts, and forecasts with adjustments for specific team members, include these fields in the
Forecasting Items report type: Owner Only Amount, Amount Without Adjustments, Amount Without Manager Adjustments, and Forecast
Amount. The Has Adjustment checkbox indicates whether a forecast was adjusted. The Has Owner Adjustment option indicates whether
the forecast owner adjusted the forecast.
Here’s an example. Let’s say a forecast manager has one subordinate who’s a regional rep, and the regional rep has a subordinate who’s
a local rep. The forecast manager runs a report based on the Forecasting Item report type and includes the four fields for the whole
team. In this image, the orange outline indicates that the forecast was adjusted. For example, in Amount Without Manager Adjustments,
the forecast manager sees the combined amount of the regional rep’s opportunities and the local rep’s opportunities, including
adjustments that the regional rep made to the local rep’s amount.

19
Tutorial #3: Get the Most from Collaborative Forecasts Step 6: Create a Forecasting Custom Report Type and
Forecasting Report

Let’s create a Forecasting Items custom report type and a report and then publish the report for your users. This report shows the total
forecasts for all forecast managers’ subordinates, grouped by month and forecast rollup.
1. From Setup, in the Quick Find box, enter Report Types, and then select Report Types.
2. Click New Custom Report Type.
3. Add the following information.
• For Primary Object, select Forecasting Items.
• For Report Type Label, enter Forecasting Items.
• Add a description.

4. For Store in Category, select Forecasts.

5. Select Deployed.
6. Click Next, and then save your changes.
Now let’s create a report based on the Forecasting Items custom report type.

Note: Salesforce offers a Classic report builder and a Lightning report builder. The following steps are for the Lightning report
builder. If you’re using Salesforce Classic, switch to Lightning Experience to follow these steps.
1. On the Reports tab, click New Report.
2. Select Forecasts and then Forecasting Items, and then click Continue.
3. Create a row grouping. In the Group Rows field, select Start Date.

20
Tutorial #3: Get the Most from Collaborative Forecasts Step 6: Create a Forecasting Custom Report Type and
Forecasting Report

4. Create a column grouping. In the Group Columns field, select Forecast Category.
5. Add summarizable fields. Click Fields, and then double-click Forecast Amount.
6. If you get a No Results prompt, click All forecasting items and then All Time.
7. In the Start Date column, click the down arrow, and then select Group Date By and then Calendar Month.
8. Add a filter. Click Filters, and then in the Add filter field, select Owner: Full Name > equals, and enter the users to include in your
report. Then click Apply.
9. Add a second filter for Forecasting Type: API Name > equals, and enter the forecast type that you want to report on. It must be
one of the forecast types that you added earlier.
10. Click Apply.
11. Click Save, and then enter a report name and description. Save the report in Public Reports.
Now let’s create a chart.
1. Click the Dashboards tab, and then click New Dashboard.
2. Enter a name and description, select a folder to save the chart in, and then click Create.
3. Click +Component, select the report that you just created, and then click Select.
4. Define other properties of the chart so that it reflects the details that you need, and then click Add.
Your report and chart now look something like these examples.

21
Tutorial #3: Get the Most from Collaborative Forecasts Summary

Let’s create one more report for practice. This time we create a report for sales executives who want to see the quota percentages reached
by their sales reps. Let’s start by creating the report type.
1. Create a custom report type using Forecasting Quotas as the primary object.
2. Fill in the report type label and other fields, and then click Next.
3. Click Click to relate another object, and then select Forecasting Items.
4. Save your changes.
Next we’ll create the report.
1. Begin creating a report using the custom report type that you just created based on Forecasting Quotas and Forecasting Items.
2. Filter by Start Date, and select a date range.
3. Create a row grouping for Owner: Full Name and a column grouping for Start Date.
4. Add summarizable fields for Quota Amount and Forecast Amount.
5. Click the down arrow next to Columns, and then select Add Summary Formula Column.
6. In the Column Name field, enter % of Quota Attained.
7. Click Switch to Full Editor.
8. Select Forecast Amount, and then click Insert.
9. Select the division sign.
10. Select Quota Amount, and then click Insert.
11. Click Apply.
12. Save the report. Enter a report name and description, and choose a folder to save the report in.

Summary
Now let's review what you practiced.
• Turned on Collaborative Forecasts.
• Set the Collaborative Forecasts tab visibility.
• Activated at least one forecast type.
• Defined your default forecasting date range.
• Enabled Collaborative Forecasts users.
• Gained a better understanding of the difference between role hierarchy and forecasts hierarchy and how they interact.
• Learned about assigned managers in the forecasts hierarchy.
• Customized your forecast category names.
• Enabled adjustments.
• Set up a default forecast currency.
• Enabled quotas.
• Created forecasting custom report types.
Keep this implementation guide handy in case you want to refine your setup.

22