Sales Forecast Adjustments

Changes you make to the original forecast up or down are adjustments. If your forecast is by product, then you can adjust quantities as well as the amounts for individual forecast items.

Depending on your configuration, you can adjust the following:

• The amounts for individual forecast items

• The total amounts for each territory owned by your subordinates and by time

• The total amounts by product and also by time period for your territory

• The quantities for individual forecast items

• The total quantities by product and also by time period for your territory

• Adjustments for subscription renewals only and for new forecast items that aren't renewals.

Remove Adjustments

To remove all of your adjustments, go to the Actions menu and select Remove My Adjustments.

Copy Forecasts

If you copy the prior forecast, then your copy takes the total forecast numbers from the previous forecast, including adjustments, and pastes them into your current forecast. These numbers overwrite any calculated totals from rolled up opportunity or adjustment data.

Adjusted Best Case and Worst Case Forecasts

The adjusted best case forecast is the sum of:

• The best case for all forecasted items

• Item-level adjustments for the best case

• Any summary level adjustment to best case

The adjusted worst case forecast is the sum of:

• The worst case values for all forecasted items

• Item-level adjustments for worst case

• Any summary level adjustment to worst case

Forecast Adjustment Notes

If enabled, you can add a note to each forecast item you adjust and add one consolidated note for all summary adjustments. Each note includes who created the note and when you created it. You can edit the notes that you created. Managers and senior management can view notes within their territory hierarchy. You can create notes for the following:

• Forecast Items

  A sales manager can add a note to each item included in subordinates' forecasts provided the item is not in won status. Use the Note column in the Items tab to add, edit, or delete an adjustment note for an item. A VP sees item adjustment notes added by subordinates. When the VP drills down into the manager territory forecast, he can add notes to items.

• Territory Summary

  This is a single consolidated note for all the territory summary adjustments that the user can make in the territories tab. A VP sees summary adjustment notes added by subordinates in the territory row of the Territories tab. When the VP drills into the manager territory forecast, he sees the summary adjustment note added by the subordinate in the Territories tab.

• Product Summary

  This is a single consolidated note for the product summary adjustment you create in the products tab. A VP sees summary adjustment notes added by subordinates in the territory row of the Territories tab. When the VP drills into the manager territory forecast, she sees the summary adjustment note added by the subordinate in the Products tab.