Territory forecast rollups for opportunities and holdout owners
Key Takeaway
A territory forecast includes each opportunity based on the territory assigned to it, not on who owns it. So an opportunity counts in its territory's forecast even when the owner isn't assigned to that territory (a holdout).
Territory forecasts let a sales team forecast by territory instead of by role, so managers can compare expected sales across territories. Two things decide how a territory's opportunities are grouped and who can see them: whether the territory has a forecast manager, and whether an opportunity's owner is assigned to the territory.
Where territory forecasts work
Territory forecasts work when the team uses Sales Territories, Salesforce Forecasting, and Lightning Experience. They are available in these editions:
- Developer Edition
- Performance Edition
- Enterprise Edition with Sales
- Unlimited Edition with Sales
On the forecasts page, users switch from role-based to territory-based forecasts by selecting the tab for a territory forecast type. When you activate another territory model, you must add a territory forecast type for it.