Project accurate revenue with sales forecasting
[This topic is pre-release documentation and is subject to change.]
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We expect changes to this feature, so you shouldn’t use it in production. Use it only in test and development environments.
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Forecasting helps organizations create sales projections and estimate revenue–insights, which can help them manage their resources and cash flow.
Salespeople can use forecasting to spot pipeline risks that jeopardize their deals, or to track performance against their targets.
A new forecast starts with defining parameters, such as the forecasting time period, and which data will be used. To learn more, see Configure a forecast.
An option set must be chosen, and columns configured to determine the confidence level of an opportunity as it moves along the path to conversion. For example, when you select the entity as opportunities and the option set as forecast categories, the forecast grid displays the stages that are defined in the option set. You can also manually configure your columns for a fully customized forecast. To learn more about the different stages of the Forecast categories option set, see Capture forecast category for opportunity.