What it covers
Use forecast categories, probabilities, targets and opportunity risk; higher-tier governance adds manager and quota controls.
Leads and sales
Sales forecasting
See weighted expected revenue by month, quarter or year.
How it works
Build a forecast from the deals behind it
Review weighted expected revenue by month, quarter or year using opportunity value, probability and forecast category. Targets, risk and governance controls help managers understand what is included in the view.
In practice
Compare forecast categories and opportunity risk against targets; quota controls depend on plan tier.
When to use it
Useful situations
- Compare expected revenue across month, quarter and year views.
- Discuss forecast categories and risk with opportunity owners.
- Review team targets and quota coverage where governance features are enabled.
A working path
How the work moves
Set the time horizon
Choose a month, quarter or year view and check which opportunities fall within the period. Confirm close dates and pipeline scope before using the total in a planning discussion.
Inspect the assumptions
Review deal value, probability, forecast category and risk behind weighted expected revenue. Open source deals when an amount, timing or category needs confirmation.
Add governance where available
Use targets, manager views or quota controls if your plan and permissions include them. Record changes through the supported workspace controls so the team can understand how the forecast was set.
Illustrative scenario
Quarterly forecast review
A manager compares the current quarter’s weighted view with its target, opens at-risk opportunities with owners and agrees which close dates or categories need verification.
Before you start
What to check
- A weighted forecast is an estimate derived from maintained opportunity data, probabilities and categories; it is not booked revenue.
- Manager and quota governance controls are tier- and permission-dependent; verify access before planning a review around them.
What goes into weighted expected revenue?
The view uses opportunity value, probability and forecast category across the selected period.
Can I manage quotas here?
Quota and manager governance controls are available only where the plan and user permissions include them.
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