Forecast adjustments
Key Takeaway
A forecast adjustment corrects a forecast total without editing the opportunities underneath.
A forecast adjustment lets a sales rep or a forecast manager change a forecast rollup value, such as Commit or Best Case. The adjusted value shows what they actually expect to close in the forecast period. Adjustments exist because reps can be too optimistic or too conservative about their deals.
What an adjustment changes
A forecast is the gross rollup of a set of opportunities, grouped by forecast category. The forecast categories are Pipeline, Best Case, Commit and Closed. In Lightning Experience, Most Likely is an optional category.
An adjustment changes an overstated or understated Commit, Best Case or Most Likely rollup value. It doesn't change the underlying gross rollup or the amounts and quantities on the opportunities.
Think of an adjustment as a sticky note on the total, not an edit to the deals. The sticky note is the adjusted value. The total it sticks to is the gross rollup, and the deals are the opportunities. Both stay exactly as they were.
Adjusted values don't follow opportunity changes. Suppose an opportunity moves between forecast categories, such as from Pipeline to Best Case. The unadjusted raw forecasts change, but the adjusted forecasts in the summary stay the same. Users must update or remove their adjustments to reflect the change.
Each active forecast type keeps its own adjustments. Up to four forecast types can be active at a time.
For example, if you adjust a revenue forecast from $100,000 to $90,000, the quantity forecast gets no matching adjustment.