Owner Forecasts
Your quarterly forecast for opportunities you own is available in .
Here's how your forecast is generated:
- The opportunities are placed in a quarter according to their close dates.
- Revenue for opportunities with a win probably between 0% and 39% is unforecasted pipeline.
- Revenue for opportunities with a win probability between 40% and 59% is accumulated in the Best Case category.
- Revenue for opportunities with a win probability between 60% and 99% is in the Committed category.
- Won deals have 100% win probability and are added to the Won revenue.
Forecast Terminology
This table describes some of the terminology used in forecasting.
Sales representatives can modify the total amount of their own quotas as
follows:
| Term | Description |
|---|---|
| Best Case | Sum of all best case revenue values for all forecast items in the forecast period. |
| Committed | Sum of all opportunity revenue values that your sales team have committed to close as part of this forecast. |
| Won | Total won forecast amount for the selected sales forecast period. |
| Expected revenue | Sum of the total won forecast amount and the total of all opportunity revenue values that your sales team have committed to. |
| Unforecasted | Any deal with a win probability below 40% and Status Code = 'OPEN. The unforcasted pipeline also includes opportunities that aren't part of the best case, commit, or won categories. |
| Quota | Set sales quota for salespeople, inline with the organizations strategic goals. Managers can view their quota attainment and those of their team members. |
- From the My Forecast page, click the pencil icon next to the Quota metric card.
- Modify the quota total as required and click the check mark (OK) icon. You can click the X icon (Cancel) to revert back to the original quota amount.