Forecasting6% of the exam
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.
Explain key inputs that drive the forecasting process.
~6 min read · 4 practice questions ·
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
Pipeline
- Detail
- All open opportunities, no matter what stage
Forecast
- Detail
- Subset of the pipeline expected to close in a period
Default forecast type
- Detail
- Opportunity object, Amount field, by close date, user role hierarchy
Stage and category
- Detail
- Each stage maps to a forecast category showing likelihood to close
Forecast period
- Detail
- Quarterly or monthly
Quota
- Detail
- How much a rep is expected to bring in during a given year
Quota in forecasting
- Detail
- Optional but highly recommended; shows percentage attained
Adjustments
- Detail
- Add a layer on the displayed rollup; the gross rollup and opportunity amounts stay the same
Sources for this section (5)
- Forecast with Precisiontrailhead.salesforce.com (opens in a new tab)
- Pipeline Forecast Typeshelp.salesforce.com (opens in a new tab)
- Configure Forecastingtrailhead.salesforce.com (opens in a new tab)
- Set Sales Performance Goalstrailhead.salesforce.com (opens in a new tab)
- Adjustments in Pipeline Forecastshelp.salesforce.com (opens in a new tab)
- 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?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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