How are sales forecasts generated?

Here's how your sales forecasts are generated:

• Opportunities are placed in time periods (quarters) according to their close dates.
• The forecast category on the opportunity or revenue line identifies where unforecasted, best case, committed, or won opportunity or revenue lines exist within the forecast. For example, an opportunity or revenue line with a win probably:
  • Between 0% and 39% is accumulated in the Unforecasted / Pipeline category
  • Between 40% and 59% is accumulated in the Best Case category
  • Between 60% and 99% is accumulated in the Committed category
• Won opportunities have 100%-win probability and are added to the Won category.

See About Opportunity Forecast Categories for more information about sales forecast categories. You can also use routines or Groovy scripts to set the Best Case and Committed forecast categories. See Use Routines and Groovy Scripts to Set Forecast Category Values for more details.