Forecast Hierarchy is based on employee roles and designates what forecast(s) are available to users. By default, the Forecast Hierarchy uses the CRM role hierarchy. Any employee in the hierarchy will be able to see themselves and of their direct reports in the hierarchy. Anyone with access to the forecasting tab that is not in the hierarchy will be able to see all employees.
Note: the CRM Manager Hierarchy does not affect Forecast Hierarchy.
The employee picker offers users a list of employees whose forecast they can view. Let's say your hierarchy consists of three levels: Head of Sales > Sales Managers > Sales Reps, the hierarchy breakdown would look like this:
Head of Sales (Level 1) can view their own forecast which can include a sync team roll-up of all their direct reports (Level 2) and the members of each team (Level 3), which includes all data down to individual reps. The Head of Sales (Level 1) view populates by selecting their own name in the employee picker dropdown. With full access, the Head of Sales can also select a manager or rep name from the employee picker or directly within the forecast screen to drill-down to another level. Level 1 in the hierarchy has access to all data in total or broken down by team or individual.
Sales Manager(s) (Level 2) can view their own forecast which can include a sync team roll-up of all their direct reports, which includes individual rep data (Level 1). This view populates by selecting their own name in the employee picker dropdown. Sales Managers can choose their direct reports from employee picker or directly within the forecast screen to drill down to the rep level. Level 2 in the hierarchy has access to their own team data in total or broken down by individuals.
Sales Reps (Level 3) can see their own individual data by selecting their name from the employee picker.
Sync Team Roll-Up
The Sync Team Roll-Up or Forecast allows direct reports to take individual team data and turn it into a team total. In the three-tier hierarchy above, individual Sales Rep data is rolled up into their Sales Manager's forecast for a team total and Sales Managers' totals are rolled up into the Head of Sales forecast for a complete total.
Individual reps do not have the option to sync a team forecast, but anyone with direct reports can select Sync Team Forecast in their opportunity list to roll up the team's data. Check out Sync Team Forecast for more detail on making this happen in Forecast Submission.