Cloud Applications11% of the exam
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.
Distinguish and understand the implications and capabilities of Forecasting and Territory Management.
~8 min read · 8 practice questions ·
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
Forecast access
- Detail
- Allow Forecasting on the user, or a role in the forecast hierarchy
Cumulative rollups (default)
- Detail
- Best Case Forecast = Best Case + Commit + Closed
Adjustments
- Detail
- Don't change opportunities or appear in reports; manager's wins
Period switch
- Detail
- Monthly to quarterly (or back) purges adjustments, judgments and quotas
Active forecast types
- Detail
- Up to four at one time
Filter conditions
- Detail
- Up to three, AND only; not editable after activation
Filter fields
- Detail
- Opportunity fields; no formula or multiselect picklist fields
Expected Revenue
- Detail
- Revenue only; needs team selling, splits and a custom split type
Territory forecast hierarchy
- Detail
- Territory hierarchy of the active model
Who views a managed territory
- Detail
- Its forecast manager, plus users it is shared with
Active models
- Detail
- One at a time; archived models can't be reactivated
Opportunity territory automation
- Detail
- Filter-based assignment with an Apex class
Sources for this section (8)
- Give Users Accesshelp.salesforce.com (opens in a new tab)
- Rollup Methodshelp.salesforce.com (opens in a new tab)
- Adjustmentshelp.salesforce.com (opens in a new tab)
- Date Rangehelp.salesforce.com (opens in a new tab)
- Forecast Typeshelp.salesforce.com (opens in a new tab)
- Territory Forecastshelp.salesforce.com (opens in a new tab)
- Model Statehelp.salesforce.com (opens in a new tab)
- Enable OTAhelp.salesforce.com (opens in a new tab)
- 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?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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