Configure Forecast Model

  • Release version: Australia
  • Updated March 12, 2026
  • 3 minutes to read

    • The forecast model is a framework used to predict future sales based on historical data, current sales activities, and other relevant factors.

    Before you begin

    Role required: admin

    Procedure

    1. Navigate to All > Sales Forecast > Forecast Model.
    2. Select  New.
    3. On the form, fill in the fields.
      Fields Description
      Name Name of the forecast model that you want to create.
      Description Short description of the forecast model.
      Forecast Source Entity from which forecast data is generated. For example, Opportunity and Opportunity Allocation.
      Filter By Conditions that limit that records from the forecast source are included in the forecast.
      Rollup Type Select how forecast values roll up the hierarchy. For example, cumulative and single.
      Measure Type Data type of the forecast value.
      Active Option to activate the forecast model.
      Measure Parameter to calculate the forecast value.
      Order Display order of the forecast model.
      Primary Hierarchy Type Select Sales Team or Territory to select the hierarchy used to roll up the forecast values.
      Sales Team Hierarchy Conditions that restrict which sales teams are included in the rollup.
      Territory Hierarchy Territories that are included in the rollup.
      Note:
      This field is displayed when you select Territory from the Primary Hierarchy Type list.
      Secondary Hierarchy Type Select the secondary hierarchy that will be displayed within a territory or sales team, for example, Product Offering Family.
      Base Option to submit and adjust forecasts at base forecast source.
      Note:
      If you select this option, Single is the default option for Rollup Type field.
    4. Enter the configurations for forecast generation.
      1. Select Forecast Configuration Overrides related list.
      2. From the Forecast Date Field list, select the date from the forecast source to generate the forecast.
      3. From the Forecast Category Field list, select the category to generate the forecast.
      4. From the Forecast Territory Field list, select the field from the Forecast Source that contains the territory information.
      5. From the Product Offering Family Field list, select the field from the Forecast Source table that contains product offering family information.
    5. Select the conditions to configure the forecast periods and submissions.
      1. Select Period and Submissions related list.
      2. From the Primary Forecast Period list, select the period for which you want to generate the forecast.
      3. From the Additional Forecast Period list, you can select more granular periods from the Primary Forecast Period to generate forecasts.
      4. Select the Submission Required check box to activate the submission period.
      5. From the Submission Frequency list, select the frequency to submit forecasts.
    6. Configure the owner of the forecast.
      Note:
      This field is displayed only when you select Territory from Forecast Hierarchy Type list.
      1. Select Forecast Owner Configuration related list.
      2. From the Forecast Owner Field list, select the field that determines the owner of that forecast.
    7. Define the rolled‑up forecast at each level of the selected forecast hierarchy.
      Note:
      This field is displayed only when you select Territory from Forecast Hierarchy Type list.
      1. Select Rollup Owner Configuration related list.
      2. From Rollup Owner Source list, select the table that determines the rollup owner.
      3. From the Rollup Owner Field list, select the table field that identifies the rollup owner on the selected rollup owner source.
      4. In the Rollup Owner Criteria field, use Add Filter Condition or Add OR Clause to refine the rollup owner selection.
      5. From the Rollup Owner to Forecast Association field, define how the rollup owner record is associated to the forecast record.Roll Up Owner Configuration
      6. From the Forecast to Rollup Owner Association field, define how the forecast record is associated back to the rollup owner.
        Note:
        The values in the Rollup Owner to Forecast Association and Forecast to Rollup Owner Association fields should be identical.
    8. Select Submit.

    Result

    The new forecast model is created. You can view it on the Forecast Models page.