How do I adjust my sales forecast?

Sales managers can view and adjust their own and their direct report's forecasts and roll the pipeline up by forecast category into their quarterly forecast view. In collaboration with salespeople on their team, sales managers can:

• View their Best Case and Committed opportunities or product lines their team want to close in the current period

  This enables you to evaluate and decide what help or coaching team members might need to ensure the opportunities get moved to the Won forecast category

• View and adjust the committed forecasts

  An adjusted badge is displayed to highlight adjustments made to the committed forecast, or opportunities that make up the committed forecast, made by the sales manager or a team member.

• Click Edit from the actions menu and make your adjustments.

  The adjustment metrics are immediately reflected as highlighted in the My Forecast Overview page.

You can also make forecast line item adjustments by dragging and dropping opportunity records between the Committed, Won, or Best Case panels. The relevant adjustment metrics will be reflected accordingly. Sales managers and sales VPs can click the opportunity name to open a summary of the opportunity in a drawer and adjust the opportunity amount and forecast category. An adjusted badge is displayed to indicate at a glance that an adjustment was made to the opportunity.