# Collaborative Forecasts and Sales Territories

*Platform Administrator II Study Guide · Cloud Applications · Last updated October 26, 2026 · https://www.certifyforce.com/study-guide/platform-administrator-ii/cloud-applications/collaborative-forecasts-and-sales-territories*

How to turn Collaborative Forecasts on (Allow Forecasting, forecast hierarchy, categories, rollups, quotas, adjustments), how forecast types choose an object, measure, date and hierarchy, what forecast filters and Expected Revenue require, and how territory forecasts, territory model states and filter-based opportunity territory assignment behave in Sales Territories.

- Certification: Salesforce Platform Administrator II
- Exam section: Cloud Applications
- Study guide: https://www.certifyforce.com/study-guide/platform-administrator-ii

**Official exam objective:**

> Distinguish and understand the implications and capabilities of Forecasting and Territory Management.

## What the exam expects

- Turn forecasting on: Allow Forecasting, the forecast hierarchy and its managers, categories, rollups, quotas and adjustments.
- Design a forecast type from its object, measure, date type, hierarchy and filters.
- Know the limits of forecast filters and what Expected Revenue forecasting requires.
- Predict who sees a territory forecast and how opportunities roll up.
- Plan territory model changes so forecast data isn't lost.
- Automate opportunity territory assignment.

Key terms:
- **Forecast category**: the sales-cycle bucket an opportunity's stage maps it to.
- **Forecast type**: one combination of object, measure, date type, hierarchy and filters.
- **Territory forecast**: a forecast that rolls up by the territory hierarchy instead of the role hierarchy.
- **Forecast manager**: the user who owns and sees a territory's forecast.
- **Territory model state**: Planning, Active or Archived.
- **Holdout**: an opportunity assigned to a territory its owner isn't assigned to.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Forecast access | Allow Forecasting on the user, or a role in the forecast hierarchy | [Give Users Access](https://help.salesforce.com/s/articleView?language=en_US&id=sales.forecasts3_users_access_parent.htm&type=5) |
| Cumulative rollups (default) | Best Case Forecast = Best Case + Commit + Closed | [Rollup Methods](https://help.salesforce.com/s/articleView?language=en_US&id=sales.forecasts3_cumulative_columns_overview.htm&type=5) |
| Adjustments | Don't change opportunities or appear in reports; manager's wins | [Adjustments](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.htm&language=en_US&type=5) |
| Period switch | Monthly to quarterly (or back) purges adjustments, judgments and quotas | [Date Range](https://help.salesforce.com/s/articleView?id=sales.forecasts3_defining_forecasts_range.htm&language=en_US&type=5) |
| Active forecast types | Up to four at one time | [Forecast Types](https://help.salesforce.com/s/articleView?id=sf.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Filter conditions | Up to three, AND only; not editable after activation | [Forecast Types](https://help.salesforce.com/s/articleView?id=sf.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Filter fields | Opportunity fields; no formula or multiselect picklist fields | [Forecast Types](https://help.salesforce.com/s/articleView?id=sf.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Expected Revenue | Revenue only; needs team selling, splits and a custom split type | [Forecast Types](https://help.salesforce.com/s/articleView?id=sf.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Territory forecast hierarchy | Territory hierarchy of the active model | [Territory Forecasts](https://help.salesforce.com/s/articleView?id=sf.forecasts3_territory_forecasts_overview.htm&language=en_US&type=5) |
| Who views a managed territory | Its forecast manager, plus users it is shared with | [Territory Forecasts](https://help.salesforce.com/s/articleView?id=sf.forecasts3_territory_forecasts_overview.htm&language=en_US&type=5) |
| Active models | One at a time; archived models can't be reactivated | [Model State](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_model_state.htm&language=en_US&type=5) |
| Opportunity territory automation | Filter-based assignment with an Apex class | [Enable OTA](https://help.salesforce.com/s/articleView?id=tm2_enable_ota.htm&language=en_US&type=5) |

## Check yourself

- Why can't a rep assigned to a territory open its forecast?
- When must an admin enable opportunity splits even though no one splits deals?
- Why doesn't a manager's adjustment change the opportunity amounts in reports?
- What happens to territory forecasts when the active model is archived?
- Why does reworking a forecast filter after go-live need a new forecast type?

## Sources

- [Turn On Salesforce Forecasting and Define Forecast Settings](https://help.salesforce.com/s/articleView?id=forecasts3_defining_forecasts_settings.htm&language=en_US&type=5)
- [Give Users Access to Forecasts](https://help.salesforce.com/s/articleView?language=en_US&id=sales.forecasts3_users_access_parent.htm&type=5)
- [Define Forecast Managers and Their Subordinates](https://help.salesforce.com/s/articleView?language=en_US&id=forecasts3_setting_up_your_forecasts_hierarchy.htm&type=5)
- [Define a Default Forecast Date Range](https://help.salesforce.com/s/articleView?id=sales.forecasts3_defining_forecasts_range.htm&language=en_US&type=5)
- [Customize Pipeline Forecast Categories](https://help.salesforce.com/s/articleView?language=en_US&id=sales.forecasts3_customizing_forecasts_categories.htm&type=5)
- [Rollup Methods for Pipeline Forecasts](https://help.salesforce.com/s/articleView?language=en_US&id=sales.forecasts3_cumulative_columns_overview.htm&type=5)
- [Adjustments in Pipeline Forecasts](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.htm&language=en_US&type=5)
- [Pipeline Forecast Types](https://help.salesforce.com/s/articleView?id=sf.forecasts3_forecast_types_overview.htm&language=en_US&type=5)
- [Territory Forecasts](https://help.salesforce.com/s/articleView?id=sf.forecasts3_territory_forecasts_overview.htm&language=en_US&type=5)
- [Territory Model State](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_model_state.htm&language=en_US&type=5)
- [Sales Territories Concepts](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_mgmt_overview.htm&language=en_US&type=5)
- [Enable Filter-Based Opportunity Territory Assignment](https://help.salesforce.com/s/articleView?id=tm2_enable_ota.htm&language=en_US&type=5)
- [Enterprise Territory Management Is Now Sales Territories](https://help.salesforce.com/s/articleView?id=release-notes.rn_sales_spm_etm_to_sales_territories.htm&language=en_US&release=250&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 8 linked practice questions, and unlimited timed mock exams are included with the Platform Administrator II pack (USD $19): https://www.certifyforce.com/practice-exams