Project accurate revenue with sales forecasting

[This topic is pre-release documentation and is subject to change.]


  • A preview feature is a feature that is not complete, but is made available before it’s officially in a release so customers can get early access and provide feedback. Preview features aren’t meant for production use and may have limited or restricted functionality.

  • We expect changes to this feature, so you shouldn’t use it in production. Use it only in test and development environments.

  • Microsoft doesn't provide support for this preview feature. Microsoft Dynamics 365 for Customer Engagement apps Technical Support won’t be able to help you with issues or questions. Preview features aren't meant for production use and are subject to a separate supplemental terms of use.
  • To learn how to enable a preview feature, see What are Preview features and how do I enable them?

Forecasting helps organizations to project how much a sales team can sell or to estimate the revenue of the organization. This information in turn provides necessary insights into how to manage their resources or cash flow.

Similarly, sales people can use forecasting to prevent deals from slipping away by spotting pipeline risks and tracking how they are performing against their targets.

To start forecasting, a sales manager must create a forecast definition that has information about parameters such as the period for which the forecast should be generated or the data to use for forecasting. To learn more, see Create a forecast definition.

While working on opportunities, sales people define what forecast category an opportunity is in. The forecast category is used to determine the different confidence levels of an opportunity as it moves through the different stages before it is converted to a sale. To learn more, see Capture forecast category for opportunity.

See also

Create a forecast definition
Capture forecast category for opportunity
View forecasts Entity reference for manual forecasting