# Inputs that drive the forecast

*Agentforce Sales Foundations Study Guide · Forecasting · Last updated October 16, 2026 · https://www.certifyforce.com/study-guide/agentforce-sales-foundations/forecasting/inputs-that-drive-the-forecast*

What actually moves a forecast number: the pipeline-versus-forecast split, opportunity amount, close date and stage, quota as the target the forecast is measured against, and manager adjustments layered on top.

- Certification: Salesforce Agentforce Sales Foundations
- Exam section: Forecasting
- Study guide: https://www.certifyforce.com/study-guide/agentforce-sales-foundations

**Official exam objective:**

> Explain key inputs that drive the forecasting process.

## What the exam expects

- Separate the pipeline (all open deals) from the forecast (the deals expected to close in the period).
- Identify which opportunity changes move the forecast (amount, close date, stage) and which don't.
- Explain quota as the target and the forecast as the evidence-based estimate, and why the two should not be forced to match.
- Describe how a manager's judgment enters the forecast as an adjustment that keeps the rep's original data.

Key terms:
- **Pipeline:** every open opportunity a rep owns, at any stage.
- **Forecast:** the subset of the pipeline expected to close in a given period, such as this quarter.
- **Forecast period:** the month or quarter a deal counts toward, set by its close date in the default forecast type.
- **Quota:** how much a rep is expected to bring in; the target the forecast is compared against.
- **Rollup:** the forecast totals that add up through the forecast hierarchy from reps to managers.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Pipeline | All open opportunities, no matter what stage | [Forecast with Precision](https://trailhead.salesforce.com/content/learn/modules/sales-territories-and-forecasting/sales-forecast-with-precision) |
| Forecast | Subset of the pipeline expected to close in a period | [Forecast with Precision](https://trailhead.salesforce.com/content/learn/modules/sales-territories-and-forecasting/sales-forecast-with-precision) |
| Default forecast type | Opportunity object, Amount field, by close date, user role hierarchy | [Pipeline Forecast Types](https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Stage and category | Each stage maps to a forecast category showing likelihood to close | [Configure Forecasting](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/configure-sales-forecasting-in-salesforce) |
| Forecast period | Quarterly or monthly | [Forecast with Precision](https://trailhead.salesforce.com/content/learn/modules/sales-territories-and-forecasting/sales-forecast-with-precision) |
| Quota | How much a rep is expected to bring in during a given year | [Set Sales Performance Goals](https://trailhead.salesforce.com/content/learn/modules/sales-performance-strategies/set-sales-performance-goals) |
| Quota in forecasting | Optional but highly recommended; shows percentage attained | [Configure Forecasting](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/configure-sales-forecasting-in-salesforce) |
| Adjustments | Add a layer on the displayed rollup; the gross rollup and opportunity amounts stay the same | [Adjustments in Pipeline Forecasts](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.htm&type=5) |

## Check yourself

- Why is the pipeline total not the forecast?
- When does moving a close date change this quarter's forecast?
- Why shouldn't a rep forecast her quota when her deals support less?
- What happens to the rep's opportunities when a manager adjusts the forecast?

## Sources

- [Forecast with Precision](https://trailhead.salesforce.com/content/learn/modules/sales-territories-and-forecasting/sales-forecast-with-precision)
- [Configure Forecasting in Salesforce](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/configure-sales-forecasting-in-salesforce)
- [Pipeline Forecast Types](https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecast_types_overview.htm&language=en_US&type=5)
- [View and Set Sales Forecasts](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/view-and-set-sales-forecasts)
- [Adjustments in Pipeline Forecasts](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.htm&type=5)
- [Set Sales Performance Goals](https://trailhead.salesforce.com/content/learn/modules/sales-performance-strategies/set-sales-performance-goals)
- [Salesforce Forecasting](https://help.salesforce.com/s/articleView?id=sales.forecasts3_intro.htm&language=en_US&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 4 linked practice questions, and unlimited timed mock exams are included with the Agentforce Sales Foundations pack (USD $19): https://www.certifyforce.com/practice-exams