Forecasting summarises open and closed deals into a call. It is built from three deal fields: value, probability and forecastCategory, compared against Quotas (Sales > Quotas). Managers roll up by team, region or owner.
Forecast categories
- COMMIT: the rep would bet on it closing this period.
- BEST_CASE: could close with things going right.
- PIPELINE: early or uncertain; counted in coverage, not in the call.
- OMITTED: excluded entirely (stalled, duplicate, or long-dated).
- Closed WON deals are always counted as actual; LOST are removed.
Running a forecast review
- 1Open the forecast view and select the period and team.
- 2Compare Commit + Closed against quota to see attainment and gap.
- 3Drill into any bucket to open the deals; inspect nextStep, nextStageDueDate and stage age.
- 4Have reps update forecastCategory and probability before the meeting, not during.
- 5Use BI (Reports) for weighted pipeline and coverage-ratio dashboards.
Weighted pipeline = value x probability. If probability is blank the deal contributes nothing to the weighted number, so encourage stage-based default probabilities.
Value and owner are field-protected; roll-ups respect that, so a restricted user sees totals without underlying deal amounts.