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Collaborative Forecasts in Salesforce

4 min read

Collaborative Forecasts is the Salesforce functionality that enables the sales team to plan and predict their sales process and sales results.

Turning on and configuring Collaborative Forecasts in Salesforce is an essential prerequisite for using Revenue Grid forecasts and reports, which are built upon the relevant data retrieved from Salesforce.

1. Turn on Collaborative Forecasts

1.1. Switch to Lightning Experience as described in this article

1.2. Click the Gear (Setup Menu) icon in the upper right corner of the page to open Salesforce Setup menu






1.3. In the Quick Search box in the upper left corner, type "Forecasts Settings" to quickly find the necessary tab

1.4. Select Forecast Settings





1.5. If the Enable Forecast switch button is disabled, turn it on, so it's "Active"




Note

After you turn on the Enable Forecast switch button, the forecast called Opportunity Revenue will automatically appear on the list Available Forecast Types. This forecast is enough to get Revenue Grid’s functionality running. Refer to this Salesforce article for more information about forecast types and their configuration.

2. Select Collaborative Forecast Rollup

You can select between two collaborative forecasts rollup options:

Single forecast category rollups combine the opportunities within each forecast category into separate forecasts for each category. It's a default rollup method.
Cumulative forecast rollups combine opportunities from multiple forecast categories into cumulative forecast categories.

Tip

Salesforce-recommended rollup method is the cumulative rollup . You can read more about the collaborative forecasts roll-up methods in this Salesforce article


To select the necessary collaborative forecasts rollup option:

3.1. On the Forecasts Settings page, find the section Manage Forecast Rollups

3.2. Click Edit

3.3. Select the preferred forecast rollup method


Important

Switching from one rollup method to another deletes adjustments for all active forecast types.

3. Set the default date range

The default date range is the date range for displaying the forecasts grid on the forecasts page. Refer to this Salesforce article for more detailed information about the date range.

Tip

The default date range must be set to Quarter to ensure that users’ quotas are correctly displayed in Revenue Grid. If Forecast period is set to Quarter, Revenue Grid will not be able to retrieve the data necessary for reporting and forecasting

4.1. On the Forecasts Settings page, find the section Choose a Default Date Range

4.2. Click Edit

4.3. Specify the preferred

  • Forecast period
  • Starting On
  • Extending For

4.4. Click Save to apply the changes




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