Forecasts rely on how picklist values map between the Stage field and the Forecast Category field on opportunities. For example, if you map the Negotiation/Review stage to the Best Case forecast category, the amounts of your opportunities in Negotiation/Review are included in your Best Case forecast amount. If the stage of an opportunity changes, the probability and forecast category also change.
Here’s an example mapping.
| Stage | Probability | Forecast Category |
|---|---|---|
| Prospecting | 10% | Pipeline |
| Qualification | 10% | Pipeline |
| Needs Analysis | 20% | Pipeline |
| Value Proposition | 50% | Pipeline |
| Id Decision Makers | 60% | Pipeline |
| Perception Analysis | 70% | Best Case |
| Proposal/Price Quote | 75% | Best Case |
| Negotiation/Review | 90% | Commit |
| Closed Won | 100% | Closed |
| Closed Lost | 0% | Omitted (not included in forecasts) |
Update the mappings in the Stage field on the Opportunity object.
- From Object Manager, open the Opportunity object and select Fields & Relationships.
- Click Stage. Each row in Opportunity Stages Picklist Values shows a stage and the forecast category that it’s mapped to.
- Click Edit to change a mapping.
- Save your changes.
Note Users can edit the Forecast Category field on opportunities that they own, overriding the
default stage-to-category mapping. In Salesforce Classic, the stage determines the available
forecast categories. In Lightning Experience, all forecast categories are available for all
stages.