Account Forecasting formulas and forecast metrics
Key Takeaway
Formulas decide how forecasts are calculated, and configuration decides what data reaches them. To use new data in a formula, map it as a custom metric first. To change which sales agreements count, select a different sales agreement list view in Account Forecast Calculation Settings and then recalculate all forecasts.
Account Forecasting in Agentforce Manufacturing predicts the quantity and revenue each account will buy, product by product, over a rolling set of periods. Admins decide how those numbers are calculated by building formulas in the "Forecast Formula Builder". They decide which inputs and results appear by configuring forecast metrics, including custom ones. A newer version, Advanced Account Forecasting, removes several limits of Account Forecasting.
Which accounts and products get forecasts
Formulas only produce numbers where forecasts exist, so first know which records get forecasts. Forecasts are generated only for accounts in the selected account list view. A product is forecast for an account when the product is tracked through the account's orders, opportunities or sales agreements.
The selected account list view includes Northwind Pumps but not Contoso Valves. Northwind places orders for gaskets and has an open opportunity for seals, so Northwind gets forecasts for both gaskets and seals. Contoso gets no forecast at all, whatever formula the admin writes.