Data Model In Salesforce Sales Cloud

Data Model of Salesforce Forecast

Forecast vs. Pipeline

Pipeline is a comprehensive view of a rep’s open opportunities, no matter what stage they’re in. It includes everything from the newest prospect to that opportunity with a pen in hand, ready to sign.
Forecast is a subset of the pipeline and includes just those deals expected to close in a certain period, like this quarter, for example.

The supported Data Source Objects which Sales Cloud Forecasting is based on

  • Opportunity (API Name: Opportunity)
  • Opportunity Product (API Name: OpportunityLineItem)
  • Opportunity Split (API Name: OpportunityLineItemSplit)
  • Line Item Schedule (API Name: OpportunityLineItemSchedule)

Notes: The forecasting is centered on Opportunity (The source data the forecasting based on is either Opportunity or Opportunity related data ) , so creating a data culture is the critical important for a Company to successfully rolling out the Sales Cloud forecast.

Two types of hierarchy that Sales Cloud Forecasting supports to group

  • User role (role-based forecasts hierarchy is automatically generated based on your Role Hierarchy)
  • Territory (territory-based forecasts hierarchy is relied on the Enterprise Territory Models , need enable Enterprise Territory Management first ).

Notes: For role-based forecasts hierarchy, users must be in the role-based forecasts hierarchy within their respective roles and also a user in the role-based forecasts hierarchy must be selected to act as the forecast manager to be able to view subordinates’ forecasts.

Forecast categories

Notes: Based on forecast period (monthly or quarterly) and Opportunity Stage, Sales Cloud accumulates the forcasts data into Categories: Pipeline, Best Case, Commit, Closed, Omitted.

Forecast Category Opptunity Stage Probablity
Pipeline Prospecting 10%
Pipeline Qualification 10%
Pipeline Needs Analysis 20%
Pipeline Value Proposition 50%
Pipeline Id. Decision Makers 60%
Best Case Perception Analysis 70%
Best Case Proposal/Price Quote 75%
Commit Negotiation/Review 90%
Closed Closed Won 100%
Omitted Closed Lost 0%
  • Forecast Types
    • Object (to select the source data Object which the forecasts are based on )
    • Measure (Options: Amount, Quantity, the measure factor of the forecasts )
    • Date (Fields like CloseDate of Opportunity and Date of OpportunityLineItem, to determine the records that should included based on the Forecasts Date range)
    • Hierarchy (User role or Territory)
  • Enable Adjustments
    • Manager Adjustments
    • Owner Adjustments
  • Manage Forecast Rollups
    • Single category rollups - Show one forecast category per column (Closed, Commit, Best Case, and Pipeline)
    • Cumulative category rollups - Show multiple related forecast categories per column
  • Choose a Default Date Range
    • Forecast Period (Monthly or Quarterly)
    • Starting on
    • Extending for
  • Show Quotas (whether show quotas in the Forecasts page)

Forecasts Report

Notes: Following report is created from the Report type Forecasting Items with Historical Trending Salesforce provided.

Forecasting Type Forecast Category Start Date End Date Forecast Amount Amount Without Adjustments Amount Without Manager Adjustment
OpportunityRevenue Pipeline 2023/9/1 2023/9/30 $1,269,390 $1,269,390 $1,269,390

How to use Forecast Process for the Sales team

sequenceDiagram; SalesRep->>SalesManager: Identify and Create Opportunity in timely manner; SalesManager-->>SalesRep: Inspecting and Mornitoring pipeline; SalesManager->>CSuite: Adding judgment and commits; CSuite-->>SalesManager: Investigate trend and redirect resource;

User license Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with the Sales Cloud. Users of these Salesforce Edition Orgs can use it without needing extra license.

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