Rollup Methods for Pipeline Forecasts

Learn about methods for rolling up opportunities into forecasts for your sales teams.

Required Editions

Available in: both Salesforce Classic and Lightning Experience

Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales

Single forecast category rollups combine the opportunities within each forecast category into separate forecasts for each category.
Cumulative forecast rollups combine opportunities from multiple forecast categories into cumulative forecast categories. This setting is the default.

Watch a video to learn how cumulative rollups work.

Note The examples in this topic use the four forecast categories that are enabled by default. You can show a Most Likely category in Lightning Experience, rename single category rollups, and rename cumulative rollups. When added, Most Likely appears in the forecasts grid between Commit and Best Case.

Rollup Method	Column Name on the Forecasts Page	Opportunities That Roll Up to It
Single Category	Pipeline	Pipeline
	Best Case*	Best Case
	Commit*	Commit
	Closed	Closed
Cumulative	Open Pipeline	Pipeline Best Case Commit
	Best Case Forecast	Best Case Commit Closed
	Commit Forecast	Commit Closed
	Closed Only	Closed

* If forecasts adjustments are enabled and configured to show in columns, these column names are My Best Case and My Commit, respectively.

Advantages of Cumulative Forecast Rollups

With single category rollups, each total and subtotal represents opportunities from only one of the forecast categories. With this type of rollup, if forecast users want to see the total that they’re going to bring for the month or quarter, they add the Best Case, Commit, and Closed forecasts together.

Example: Single Category Rollups
Forecast amounts	Closed	Commit	Best Case	Pipeline
Forecast amounts	$50	$100	$150	$200
Opportunities	Closed	Commit	Best Case	Pipeline
Opportunities	$50	$50 $50	$50 $50 $50	$50 $50 $50 $50

With cumulative rollups, the forecast columns show cumulative amounts from the opportunities in the named forecast category and subsequent categories in your sales pipeline. This view makes it easy for sales team members to see the total numbers that they’re likely to bring in without combining the category totals themselves.

For example, this table shows the cumulative forecast rollup amounts when there are four Pipeline, three Best Case, two Commit, and one Closed opportunity, each worth $50.

Example: Cumulative Rollups
Forecast amounts	Closed Only	Commit Forecast	Best Case Forecast	Open Pipeline
Forecast amounts	$50	$150	$300	$450
Opportunities	Closed	Commit	Best Case	Pipeline
Opportunities	$50	$50 $50	$50 $50 $50	$50 $50 $50 $50

Select a Pipeline Forecast Rollup Method
Choose between cumulative rollup columns or single category columns. Single category rollups are selected by default, but you can change this setting as needed.