Set Opportunity Revenue Forecast Criteria

You can control how the opportunity revenue forecasting criteria operates by setting these two sales forecasting fields:

• Enable Forecast Criteria Override: You can control the appearance and effect of the Include in Forecast list of values in the Edit Opportunity header and revenue (products) region.

• Forecasting criteria: You can pick one of several different criteria for including revenue in the forecast. After you set criteria, the text, Forecast Criteria, along with the actual criteria, display in the revenue region.

You set these fields in the Select Forecasting Options page, Unadjusted Forecast Criteria region. This page is accessible by using the Setup and Maintenance work area and selecting the Forecasting Options task. For more information about creating forecasts, start with the topic, What are some common opportunity forecasting scenarios?.

Set Forecast Criteria

Use this procedure to set forecast criteria:

1. In the Setup and Maintenance work area, go to:

   • Offering: Sales

   • Functional Area: Sales Forecasting

   • Task: Select Forecasting Options

2. In the Unadjusted Forecast Criteria region of the Select Forecasting Options page, set the criteria as you want.

   The remaining sections in this topic describe the impact of setting the criteria fields for opportunity revenue lines.

For more information about other forecasting setups not covered in this topic, see the help. Use keywords "forecasting" and "forecast".

Forecasting Criteria for Product Lines

You can specify one of several different criteria by which opportunity product line revenue is included in the current forecast. Here are the supported criteria. All of the criteria are fields in the products region of the Edit Opportunity page.

• Estimated Price

• Expected Revenue

• Probability

• Product Group

• Quantity

• Revenue (amount)

• Revenue Type

• Status

Impact of Enabling Forecast Criteria Override

If you check the Enable Forecast Criteria Override field in the Select Forecasting Options page, then a choice list appears in the opportunity UI called Include in Forecast. The list appears both in the opportunity header area and the products region. Salespeople can use the field to manually add or remove revenue from the current forecast. If the choice list is enabled, salespeople can add revenue to the forecast even if the revenue doesn't fit the current forecast criteria. Additionally, the impact of the opportunity UI changes depend on whether you also have set up forecasting criteria. For example, you might have set up a win probability percentage that must be met before a revenue item gets included.

This table explains how the application operates if you have set up forecasting criteria in the Unadjusted Forecast Criteria region in the Select Forecasting Options page.

Enable Forecast Criteria Override Checked	Enable Forecast Criteria Override Unchecked	Forecast Criteria Text Appears in Opportunity UI
The Include in Forecast list of values displays in the UI, allowing sales personnel to select from these options: Always Never When matches forecast criteria	The Include in Forecast list of values doesn't appear. The default value for revenue items is When matches forecast criteria.	Yes

This table explains how the application operates if you haven't set forecasting criteria in the Unadjusted Forecast Criteria region in the Select Forecasting Options page.

Enable Forecast Criteria Override Checked	Enable Forecast Criteria Override Unchecked	Forecast Criteria Text Appears in Opportunity UI
The Include in Forecast list of values displays in the UI, allowing sales personnel to select from these options: Always Never	The Include in Forecast list of values doesn't appear. The default value for revenue items is When matches forecast criteria.	No