A Step-by-Step Guide to Forecast Categories in Salesforce

Published: January 31, 2024 - 3 min read

Julian Alvarado

Forecast categories in Salesforce are essential tools for sales teams to predict the likelihood of closing sales opportunities within a defined forecast period. Customizing these categories allows organizations to align their sales process with Salesforce’s functionality, enabling sales managers and their teams to make accurate sales forecasts.

This guide aims to help you find and customize forecast categories to optimize your sales pipeline and forecast amounts, ensuring your sales team can efficiently save resources and improve sales revenue.

Understanding Forecast Categories in Salesforce

Salesforce forecast categories allow for a detailed classification of opportunities based on their opportunity stage and likelihood to close. The standard forecast categories include:

  • Pipeline: Opportunities in the early stages of the sales cycle.
  • Best Case: Opportunities with a good chance to close, despite some uncertainties.
  • Commit: Opportunities where the sales team is highly confident of closing.
  • Closed: Opportunities that have been successfully closed, contributing to sales revenue.
  • Omitted: Opportunities intentionally left out of forecasts to focus on more promising deals.
  • Most Likely: Opportunities deemed highly likely to close.

Setting Up and Customizing Forecast Categories

To customize forecast categories and enhance your sales forecasts, follow these detailed steps:

Step 1: Find the Forecast Tab in Salesforce

Navigate to your Salesforce App Launcher and search for the Forecasts tab to begin setting up your forecast categories.

Searching for Forecast in Salesforce App Launcher

Step 2: Enable Forecasts in Forecast Settings

If forecasts are not yet enabled, go to Forecast Settings and choose to enable forecasts, unlocking the forecasting functionality within Salesforce.

Enabling Forecast Settings in Salesforce

Step 3: Configure the Forecast Category Field

Ensure each sales opportunity is associated with the correct forecast category by customizing the opportunity stage and forecast category picklist values.

Verifying Closed Opportunities in Salesforce Forecast

Step 4: Utilize Forecast Rollups to Summarize Data

Forecast rollups aggregate data from individual opportunities to provide a cumulative forecast, offering insights into potential sales revenue.

Editing Closing Date of an Opportunity in Salesforce

Step 5: Customize Forecast Categories to Match Your Sales Cycle

Tailor the forecast categories to reflect your unique sales cycle stages, ensuring the forecast amounts and opportunity amount are accurately represented.

Refreshing Forecast Page in Salesforce to View Updates

Step 6: Leverage Collaborative Forecasts for Team Alignment

Collaborative forecasts enable sales reps and managers to work together, sharing insights and aligning strategies to meet quotas and sales forecasts.

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Step 7: Review Forecasts Page for Real-Time Updates

Regularly check the Forecasts page in Salesforce for real-time updates, ensuring your sales team is on track to meet its sales forecasts.

Reviewing Closed Pipeline Deals in Salesforce Stage Section

Integrating Forecast Categories with Salesforce Lightning Experience and Sales Cloud

Salesforce‘s Lightning Experience and Sales Cloud offer advanced features to further enhance your forecasting efforts.

Utilize APIs, list views, and AppExchange solutions to integrate forecast categories with other Salesforce functionalities, like territory forecasts and customizable forecasting, enabling admins and users to access comprehensive, enterprise-level sales insights.


By effectively utilizing and customizing forecast categories in Salesforce, your sales team can significantly improve its forecasting accuracy, streamline the sales process, and enhance sales revenue.

Remember, the key to successful forecasting lies in understanding your sales cycle, customizing your Salesforce environment, and leveraging collaborative forecasts for team-wide alignment and efficiency.

For businesses looking to deepen their Salesforce data analysis and forecasting capabilities, consider Coefficient. Get started with Coefficient for free today to learn more.

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Julian Alvarado Content Marketing
Julian is a dynamic B2B marketer with 8+ years of experience creating full-funnel marketing journeys, leveraging an analytical background in biological sciences to examine customer needs.
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