About Opportunity Forecast Categories

Sales managers and sales representatives can use the opportunity forecast category feature to indicate whether an individual opportunity or revenue line is included in their best case or forecast commitments. Forecast category is a cascading field so the value from the opportunity is automatically cascaded down to the revenue line.

The forecast category is set by default as follows:

• Create opportunity defaults to Pipeline
• Close opportunity as won defaults to Won
• Close opportunity as lost defaults to Omitted

Here's an example of Opportunities in Forecast for a sales manager.

Your sales administrator can use routines or Groovy scripts to automatically set the forecast category to Best Case or Committed for open opportunities based on the progression of the opportunity. See Use Routines and Groovy Scripts to Set Forecast Category Values for more details.

The opportunity forecast category is available by default in the Opportunity Adaptive Search index. Also, the revenue forecast category is available to be added in the Revenue Adaptive Search index.

Add the Forecast Category Field using VB Studio

If required, your sales administrator can add the Forecast Category field to appropriate Opportunity UI pages so that salespeople can update the forecast category to reflect their forecast commitments. Here’s an example of using VB Studio to configure the forecast category field for the Opportunity Details page.

Here's a sample screenshot of the Forecast Category column that displays the product groups of a manager's direct report forecast.