Exceed your goals by forecasting and planning the right way. Salesforce provides an out-of-the-box forecasting module that can help you answer questions like: 1. How much revenue can I count on closing this month/quarter/year? 2. Which reps are doing the best/worst? 3. How can I fill the gap? In this webinar, Salesforce expert, Carolyn Adams, shares valuable insights on how to get the most out of Salesforce's forecasting tools, and how to use that information to make smarter business decisions.

1. Forecasting in Salesforce

2. Get the most out of this presentation. Check out
the webinar recording here.

3. What are the different Forecast options?
1) Collaborative Forecasts (default module since Winter ‘12)

4. What are the different Forecast options?
1) Collaborative Forecasts (default module since Winter ‘12)
Additional functionality as compared to Customizable Forecasts
2) Default forecast currency setting and view in local currency
3) Expand forecast tables
4) Rename categories
Limited functionality as compared to Customizable Forecasts
5) Limited to one Opportunity list view on the tab
6) List view not filterable (by sorted column)
7) Quota’s must be loaded through the API (not added to User page)

5. What are the different Forecast options?
2a) Customizable Forecasts Role Hierarchy (most common for orgs started prior
to Winter ‘12)

6. What are the different Forecast options?
2a) Customizable Forecasts Role Hierarchy (most
common for orgs started prior to Winter ‘12)
Additional functionality as compared to Collaborative
Forecasts
• Product family forecasts
• Share forecasts
• Snapshots and forecast history
• Territory Management - the default hierarchy for
customizable forecasts is Role Based, but you may request
to have Territorial Forecasting enabled. This is necessary
when one Sales Rep may have Opportunities which would
roll up to more than one Sales Manager.
• Forecast categories reflect aggregate information; for
example, Pipeline contains amounts for all open
opportunities (excluding omitted).

7. What are the different Forecast options?
2b) Customizable Forecasts Territorial

8. What are the different Forecast options?
2b) Customizable Forecasts Territorial
Considerations with Territories
• Opportunities will have a new field for a lookup to Territories. It must be populated
for that Opportunity to ever appear on the Forecast tab.
• For Users in one Territory working on an Opportunity from an Account with one
Territory, the Territory assignment is made automatically. If multiple territories exist
on the record however, the following rules apply.

10. What are the different Forecast options?

11. Configuring Forecasts
Customizable Forecasts
1. Set Forecast Categories on Opportunity Stages (defaults all open to Pipeline)
2. Define your fiscal year
3. Set forecast settings such as date, type, default view, and sharing
4. Customize your forecast hierarchy
5. Add Quotas
6. Set user permissions

12. Configuring Forecasts
Collaborative Forecasts
1. Set Forecast Categories on Opportunity Stages (defaults all open to Pipeline)
2. Set forecast settings such as date, type, and default view
3. Customize your forecast hierarchy
4. Add Quotas
5. Set a Forecast Currency (if multi-currency org)
6. Set user permissions

13. Get the most out of this presentation. Check out
the webinar recording here.