Forecast Types define what opportunities are included within a given forecast type, I.e. "commit" or "Best case". Type names and definitions can be customized to fit your process.

If you already have a set of forecast types that you have built a process around, we recommend staying with your process and configure the default types to match.

Otherwise, there are two standard ways you'd typically forecast types.

1) Forecast by likelihood to close

  • Commit (what you commit will close)
  • Upside (what isn't in commit, but is likely to close)
  • Pipeline (what is the best possible outcome, but isn't as likely)

Adding these types together gives you a sense of what you are likely to hit, and can be compared to your AI predicted forecast.

2) Forecast to specific outcomes

  • Commit (what you commit will close)
  • Upside (What could close, but isn't committed)
  • Best Judgement (the number you think you will hit, usually between commit and upside.

It's common to not make opportunity level selections to complete the "best judgment" forecast.

Whether you configure forecast submission to use your existing types or use one of the options above, type names and definitions are visible, ensuring reps input opps in the correct type during submission. Hover over the forecast type title to see a pop-up definition.

Are forecast types tied to forecast category in my CRM?

No. The forecast types in the Forecast Submission Application are able to mirror your CRM forecast categories or can be customized to be different.

Creating & Configuring Forecast Types

Click here to open the Forecast Types Definition Management page.

Creating a Forecast Type

1. Click the +add button

2. Select a Forecast Type Template, click Next

3. Enter a Name & Description, click Next

4. Select Display Configuration and enter the number in which you want this type displayed (types are listed numerically from left to right in Forecasting). For example, if you want this type to be listed first, its display order is 1, if you want it to be listed second, its display order is 2, and so on.

5. Select Forecastable Configuration to customize the items available to the forecast type by setting how far ahead to look for opportunities in both your monthly and quarterly forecasts.

Forecast Window for Monthly Forecast

Forecast Window Unit for Monthly Forecasts: Select a unit of time (day, month, or quarter) from the dropdown menu

Forecast Window Amount for Monthly Forecasts: Enter the amount of that unit of time to look forward

Example: If you select Day for unit of time and enter 3 as the amount, your forecastable configuration will look ahead 3 days beyond the current forecast month, or for opportunities where the close date is this month + 3 days.

Forecast Window for Quarterly Forecast

Forecast Window Unit for Quarterly Forecasts: Select a unit of time (day, month, or quarter) from the dropdown menu

Forecast Window Amount for Quarterly Forecasts: Enter the amount of that unit of time to look forward (enter a whole number)

Example: If you select Month for unit of time and enter 1 as the amount, your forecastable configuration will look ahead 1 month beyond the current forecast quarter, or for opportunities where the close date is this quarter + 1 month.

6. Click Save

Configuring an Existing Forecast Type

To manage and configure an already existing Forecast Type:

1. Select an existing Forecast Type from the Forecast Types Definition Management page

2. Repeat steps 4 - 6 above.

If you run into any issues, please contact support.

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