How to setup Forecasting in Salesforce
- Enable forecast users. From Setup, click Manage Users → Users. For each user you want to enable, click Edit. Under General Information, select Allow Forecasting.
- Define your role hierarchy. Define your forecast hierarchy – the forecast hierarchy is based on the role hierarchy, but specifies which users are forecast managers.
- Choose one or more forecast types. From Setup, click Customize → Forecasts → Settings. Doesn’t yet have any forecast types enabled, click Add a Forecast Type.
- Select the fields that appear in the opportunity pane for each forecast type.
- Enable Quotas. From Setup, click Customize → Forecasts → Settings. Under Quotas, select Show Quotas.
- Enable forecasts adjustments for your organization and for specific user profiles to make this functionality available in your organization. From Setup, click Customize → Forecasts → Settings. …
- Make sure the Forecasts tab is visible to forecasting users. You can set Quotas for each user. When you use Collaborative forecasting, you can set quotas only by API.
Table of Contents
How do I create a forecast hierarchy in Salesforce?
From Setup, click Customize → Forecasts → Forecast Hierarchy. Click Expand All to see the roles in your organization. Click Enable Users and click Add and Remove to move users between the Available Users list and the Enabled Users list.
What is customizable forecasting in Salesforce?
Customizable forecasting in Salesforce is an accurate, flexible tool that has helped countless organizations accurately predict revenue from sales. Customizable forecasting also enables you to get a sneak peek of the products or services you are likely to sell.
How do I enable or disable the forecast hierarchy?
For each user you want to enable, click Edit. Under General Information, select Allow Forecasting. Click Save. Define your forecast hierarchy – the forecast hierarchy is based on the role hierarchy, but specifies which users are forecast managers. From Setup, click Customize → Forecasts → Forecast Hierarchy.
How do I set up collaborative forecasts in Salesforce?
Collaborative forecasting is set as default in Salesforce.com. When you set up Collaborative Forecasts, you: From Setup, click Manage Users → Users. For each user you want to enable, click Edit.
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.
How do you create a collaborative forecast?
From Setup, in the Quick Find box, enter Forecasts Settings , and then select Forecasts Settings. If Collaborative Forecasts isn’t enabled, enable it, and then save your changes. Select manager adjustments, owner adjustments, or both. Select cumulative or single category forecast rollups.
How do I set up a 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 set up forecasting in Salesforce?
How to setup Forecasting in SalesforceFrom Setup, click Manage Users → Users.For each user you want to enable, click Edit.Under General Information, select Allow Forecasting.Click Save.
How do I create a collaborative forecasting in Salesforce?
To enable Collaborative Forecasts, use the Forecasts Settings page in Setup. Then specify how Salesforce calculates your forecasts and what to show users on the Forecasts page. Use forecast types to specify how Salesforce calculates forecasts.
What is Salesforce collaborative forecasting?
Predict and plan the sales cycle from pipeline to closed sales, and manage sales expectations throughout your sales organization with Collaborative Forecasts. A forecast is an expression of expected sales revenue based on the gross rollup of a set of opportunities.
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 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 collaborative forecasting?
Collaborative forecasting or forecast collaboration makes use of available information and latest technology to force a shift from independent, forecasted demand to dependent, predictable demand. This essentially implies real-time information sharing about demand among supply chain partners.
How do you use forecasts 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.
Does Salesforce have a forecasting tool?
Salesforce forecasting tools can track the accuracy of your forecasts, compare sales to expectations and industry benchmarks, and allow you to modify factors for more accurate predictions. The ability to collaborate with other users on sales forecasts.
What is sales forecasting?
HubSpot provides a useful definition of what sales forecasting is: “A sales forecast predicts what a salesperson, team, or company will sell weekly, monthly, quarterly, or annually. Managers use reps’ sales forecasts to estimate business their team will close. Directors use team forecasts to anticipate department sales.
Why is forecasting important?
Companies use sales forecasting to predict business performance. It’s a helpful tool for budgeting and setting expectations for the C-Suite. Sales forecasting is crucial for almost any business, because it affects sales deployment, financial planning, budgeting, operations planning, and marketing planning. Since sales forecasts have far-reaching impact, it’s critical that the forecast information is as accurate as possible. In this guide, we’ll share a step-by-step process for creating and managing effective sales forecasts.
Can you select revenue and quantity in Lightning?
As you define the settings, you should be clear on the measurements that will guide your forecasts. You could either select revenue, quantity, or both depending on your preferred forecast type. While at it, remember to select the forecast date type, especially if you choose to work with the Lightning Experience.
Can everyone access forecasts?
Not everyone will have access to the forecasts. You’ll need to select users, probably members of your sales team and a couple of executives. You’ll then need to edit the general information of the selected users to allow forecasting.
Can you customize the date range in collaborative forecasts?
You could either go for the custom or standard fiscal years. Once you choose the date range, Collaborative Forecasts users will find this as their default. The users can always customize the date range for their forecasts. From Setup, enter Forecast Settings in the Quick Find box, then select Forecasts Settings.