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Turn On Salesforce Forecasting and Define Forecast Settings

Starting in Winter ‘24, forecasting is automatically enabled with default pipeline forecasting settings configured for you. In orgs created before Winter ‘24, you can manually enable forecasting and take advantage of the same default settings for your opportunity-based forecasts. To update the configuration to meet your business processes, visit the Forecasts Settings page in Salesforce Setup.

Required Editions

Forecasts Settings available in: Lightning Experience
Forecasts Hierarchy available in: both Salesforce Classic and Lightning Experience
Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with Sales
User Permissions Needed
To view the Forecasts Settings page:

View Setup and Configuration

AND

View All Forecasts OR Allow Forecasting OR delegated forecast manager
To edit the Forecasts Settings page: Customize Application
To customize the opportunity list in a forecast type:

Customize Application

AND

Manage Public List Views
To enable forecasts users:

Manage Internal Users

AND

Customize Application

Before you start, make sure that you’re working in Lightning Experience.

  1. From Setup, in the Quick Find box, enter Forecasts Settings, and then select Forecasts Settings.
  2. If needed, enable forecasts.
    These default for pipeline forecasts are set for you. You can adjust these settings to meet your business requirements.
    Pipeline Forecast Type A pipeline forecast type with the following parameters is created for you.

    Object: Opportunity

    Measure: Amount

    Date: Close date

    Hierarchy: User

    Role Filters: None

    Custom Columns: Gap to Quota, Pipeline Coverage

    You can modify the opportunity list, select the columns to show in the forecast summary, apply filters, and modify the custom columns for that type. Or, create your own types to meet your business needs.

    If your org existed before Winter ’24, make sure that the default type is activated as part of your settings review.
    Adjustments Manager Adjustments
    Forecast Rollups Cumulative Category Rollups
    Currency Org Currency
    Date Range

    Forecast Period: Monthly

    Starting On: Current Month

    Extending for: 1 month
    Show Quotas Selected

    The forecasts page includes a quota column, attainment percentages, and progress bars. Be sure to enter your quota data in the Forecasts Quota page in setup.
  3. To complete your forecast setup, give access to the users who forecast and add them to the forecast hierarchy.

To get the most out of forecasts in Salesforce, set up forecast quotas, and review the other customizable options to fit your business. We also recommend turning on historical trending for the ForecastingItem, and setting the retention period to 13 months. Historical data gives sales leaders the data required to populate forecast charts and reports, and to show highlights about changes in forecast values in the last 7 days.

See Also