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A forecast helps your organization predict how much revenue your sales team will generate in a given timeframe. When done correctly, it can play a significant role in your company's success. By using a forecast:
Sellers can track their performance against targets and identify pipeline risks that might jeopardize their ability to hit the targets.
Managers can track individual sales performance against quotas, to proactively provide coaching.
Directors can use forecast trends to anticipate departmental sales and reallocate resources if necessary.
Organization leaders can use projected estimates to change product strategy or convey updated projections to investors.
Review prerequisites
Review the following prerequisites before using forecasts:
The forecast was created with at least one of the following options:
A hierarchy that you're part of.
A security role that you're part of has been granted access.
To learn more, see Configure a forecast.
You must have read privileges for User and Territory entities. To learn more, see Security roles and privileges.
Important
This feature is intended to help sales managers or supervisors enhance their team’s performance. This feature is not intended for use in making, and should not be used to make, decisions that affect the employment of an employee or group of employees, including compensation, rewards, seniority, or other rights or entitlements. Customers are solely responsible for using Dynamics 365, this feature, and any associated feature or service in compliance with all applicable laws, including laws relating to accessing individual employee analytics and monitoring, recording, and storing communications with end users. This also includes adequately notifying end users that their communications with sales persons may be monitored, recorded, or stored and, as required by applicable laws, obtaining consent from end users before using the feature with them. Customers are also encouraged to have a mechanism in place to inform their sales persons that their communications with end users may be monitored, recorded, or stored.
See also
Configure a forecast
View a forecast
You can select a template to create a forecast. The selected templates populate the Hierarchy route field that defines the entity type in your hierarchy. However, to create a forecast based on your custom rollup and hierarchy entities, select Create from scratch.
To select a template, go to the Forecast configurations page and select one of the following templates:
Org chart forecast: Rollup columns and projections are based on your organization's reporting structure. This template uses the Manager field on the User entity for the hierarchy.
Territory forecast: Rollup columns and projections are based on the sales territory hierarchy.
Product forecast: Rollup columns and projections are based on the product hierarchy.
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