What are forecasts?
Forecasts can be used to predict future sales within an organization. Forecast data is aggregated from each user’s opportunity records, and the related forecast category of each opportunity’s stage.
For example, the stage “Closed/Won” is given forecast category “Closed”:
When I view my forecast tab, forecast data is automatically populated with my related opportunities:
However, forecasts can be overridden without updating the source opportunity records.
What are quotas?
Quotas are used to set target sales goals for forecast users. This can allow organizations to establish greater accountability for meeting sales expectations.
How are forecasts implemented in Salesforce?
There are 3 different versions of forecasting in Salesforce:
- Collaborative Forecasts (Winter ’12 release)
- Customizable Forecasts (by feature request)
Forecasts classic (prior to Winter ’12 release)– Retired with Summer ’14 Release
This guide will not address how to configure forecasts or quotas.