Forecasting and Territory Management For Better Business Decisions
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Forecasting in Salesforce
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Transcript of Forecasting and Territory Management For Better Business Decisions
Get the most out of this presentation. Check out the webinar recording here.
What are the different Forecast options?
1) Collaborative Forecasts (default module since Winter ‘12)
What are the different Forecast options?
1) Collaborative Forecasts (default module since Winter ‘12)
Additional functionality as compared to Customizable Forecasts2) Default forecast currency setting and view in local currency3) Expand forecast tables4) Rename categories
Limited functionality as compared to Customizable Forecasts5) Limited to one Opportunity list view on the tab6) List view not filterable (by sorted column)7) Quota’s must be loaded through the API (not added to User page)
What are the different Forecast options?
2a) Customizable Forecasts Role Hierarchy (most common for orgs started prior to Winter ‘12)
What are the different Forecast options?
2a) Customizable Forecasts Role Hierarchy (most common for orgs started prior to Winter ‘12)
Additional functionality as compared to Collaborative Forecasts• Product family forecasts• Share forecasts• Snapshots and forecast history• Territory Management - the default hierarchy for
customizable forecasts is Role Based, but you may request to have Territorial Forecasting enabled. This is necessary when one Sales Rep may have Opportunities which would roll up to more than one Sales Manager.
• Forecast categories reflect aggregate information; for example, Pipeline contains amounts for all open opportunities (excluding omitted).
What are the different Forecast options?
2b) Customizable Forecasts Territorial
What are the different Forecast options?
2b) Customizable Forecasts Territorial
Considerations with Territories• Opportunities will have a new field for a lookup to Territories. It must be populated
for that Opportunity to ever appear on the Forecast tab. • For Users in one Territory working on an Opportunity from an Account with one
Territory, the Territory assignment is made automatically. If multiple territories exist on the record however, the following rules apply.
What are the different Forecast options?
Configuring Forecasts
Customizable Forecasts
1. Set Forecast Categories on Opportunity Stages (defaults all open to Pipeline)2. Define your fiscal year3. Set forecast settings such as date, type, default view, and sharing4. Customize your forecast hierarchy5. Add Quotas6. Set user permissions
Configuring Forecasts
Collaborative Forecasts
1. Set Forecast Categories on Opportunity Stages (defaults all open to Pipeline)2. Set forecast settings such as date, type, and default view3. Customize your forecast hierarchy4. Add Quotas5. Set a Forecast Currency (if multi-currency org)6. Set user permissions
Get the most out of this presentation. Check out the webinar recording here.
