Using Sales Forecasting
Sales Forecasting uses the current opportunities in the system to predict future opportunity amounts. The Opportunity Management application contains the list of opportunities created for the customers and each of these opportunities are in different stages of the sales cycles.
Once an opportunity is created, the Forecast Category field displays Pipeline by default. The sales agent working on that opportunity updates this field once the sales process starts. When the agents update the forecast category, the dashboard keeps displaying the latest data. The forecast scheduler keeps updating the data on the Sales Forecast dashboard. After the users, groups and opportunity data are added, along with selection of category, select Update Forecast on the Sales Forecast dashboard to view the latest forecast information.
Viewing the Sales Forecast dashboard
You can view the Sales Forecast dashboard to see the current sales status and targets achieved for your teams. Only Forecast Admin, Forecast Analyst, and the owner of the highest group can see the data and sales forecast for all the groups and the team. Other personas such as agents and managers can only view the sales forecast and related information for their own hierarchy or territory below them.
Using the Sales Forecast dashboard
To access the Sales Forecast dashboard, navigate to CSM/FSM Configurable Workspace and select the Sales
Forecast view. Select the refresh icon 
to see the latest sales forecast data. Select Update Forecast on the dashboard to fetch the data to generate the latest forecast information.
- Group: Select the group for which you want to view the forecast, the manager of the group is automatically updated in the third filter.
- Manager: Select the manager to see the field.
- Period: Select the period (quarter) for which you want to view the forecast.
For the above screenshot, the forecast data is being shown for the Global region. The owner of the forecast is Jennifer Harris. The forecast period selected is FY 2025 Q4. Global has a total quota of $7,000 assigned to it. Gap is the difference between the Quota and Won sales. For Global, the gap is $5,100, meaning they must achieve an additional $5,100 to meet the quota. As the owner of this group, Jennifer Harris can track the quota achieved for each team and specific agent if required.
Commit, Strong Upside, Upside, and Pipeline represent different stages of certainty in the sales pipeline, helping to estimate the likelihood of achieving the overall target. As a manager, you can expand and see the total amount of opportunity in each stage for your team and agents. You can see the roll up amount for all the agents under that manager. Each category displays two values under Final Forecast and Hierarchy Forecast. Hierarchy Forecast displays the amount generated by the total opportunities in the system. Final Forecast displays the adjusted value of the forecast that is manually done by the manager or sales agent. Agents can adjust the value of the forecast in any category based on their judgment and predictions for a more accurate forecast.
The Rest of American group with the owner as Mathew Moore in FY 2025 Q4 displays that the team’s quota has been set at $1,500. The agent working under the owner is Charlotte Turner who has already closed (Won column) $1,900 in sales. You can select the “i” icon for an agent and view all the opportunities for that agent and the total value in each forecast category.
The Submission Entry tab displays the cumulative value of all the opportunities for each category for that agent. The agent can adjust the value of the forecast for any category depending on the latest insights. For any of the categories, enter the adjusted value of the forecast in Owner Adjusted Value field. Enter a reason for the adjusted forecast value in the Owner Adjustment Reason field. Select Update to save the adjusted forecast values. Select Submit Forecast to finalize the forecast values. After submitting these forecast values, they cannot be changed.