• Emily Malone

Cool feature alert! Say hello to Salesforce Forecasting

Ever wondered how Salesforce can help you run a tighter ship? Well, Salesforce Forecasting may be the feature for you! Let’s take a look at what a Salesperson normally looks like when you ask for their forecast:


But don’t worry! Salesforce can stop this from happening, because they’ve got another tremendously cool-yet-underused feature; Forecasting. Once switched on, it gives users, sales managers and the big boss at the top a view of the company at all kinds of levels.

So, let’s talk shop, why should you use forecasting? Well, apart from the reasons I gave you above, it takes all your opportunity data (that I’m sure you usually have in a bunch of uninteresting reports scattered throughout folders within folders within folders or in excel — eugh…) and feeds all that data into an interactive table component.


The above is so much more interesting to look at right? Not only can you see each person that reports to you:


But you can also see the different months, the forecast category and you can also interact with the table. Clicking on any of the areas with a value in will display all the opportunities that belong to that section in the area below, fancy stuff if you’re trying to keep the attention of your Salesperson!


Now let’s take a look at the really interesting stuff — Quota’s. this is another awesome feature that comes with Salesforce right out-of-the-box (just be sure you have above Professional Edition). With this, you can apply monthly or quarterly targets to each Salesperson, and then see how they’re performing against those targets in the forecast table.


You’ll notice on the forecast table that the quota attainment is calculated for each Forecast Category across the top. This is super handy, as not only does it give you a good view of an individual’s winning performance (Closed), but it also details if they have enough in their other categories to cover their quota.

Finally, if you’re feeling nice, you can give your users the ability to adjust their own forecasts. Now to be clear we’re not letting them change their quota — that would be silly! Instead, we’re allowing them to alter what they believe they can bring in for the Commit, Best Case and Pipeline categories.


Not only can the Salespeople adjust these, but their Managers above them can apply their own adjustments if they don’t agree.


As I mentioned at the beginning, not only is the above useful if you want to track performance (and have dreams of being a despot). But it’s also great for those one-on-one meetings with your sales team. It also makes those monthly/quarterly forecast sessions much more fluid, interactive and you can get that ever-chasing dream of user engagement.

And that, my friend, makes a Salesperson look more like this:


So that was Forecasting and how you can use it. Oh, and I mentioned it’s customisable, right? Here are just a few of the things you can alter:

  1. View by Quarter instead of Month

  2. Quantities instead of Revenue

  3. Disable/Enable Forecast Adjustments

  4. Show/Don’t show Quota attainments.

All this and more with Forecasting in Salesforce!