Role-based versus territory-based forecasts
Key Takeaway
Role-based forecasts roll opportunities up through the user role hierarchy, while territory forecasts roll them up based on the territory assigned to each opportunity. Both kinds can run side by side as separate forecast types.
Salesforce Forecasting adds opportunities up into forecasts along a hierarchy. Role-based forecasts use the user role hierarchy, so they follow who reports to whom. Territory forecasts use the territory hierarchy from Sales Territories, so they follow which territory each opportunity is assigned to.
What a forecast type sets
The hierarchy of a forecast type is either User role or Territory, which decides whether the forecast is a role-based forecast or a territory forecast.
The default forecast type uses these settings:
- Object: the Opportunity object
- Measure: the Amount field
- Date type: close date
- Hierarchy: the user role hierarchy