Enabling a forecast user is two settings, applied in order. Turn on the per-user "Allow Forecasting" permission, then add the user to the forecast hierarchy. Both must be in place before the user's opportunities roll up or their grid appears. Collaborative Forecasts must already be enabled in Forecasts Settings.
- Confirm the role hierarchy
The forecast hierarchy is generated from the user role hierarchy. Before enabling anyone, make sure the role tree matches real reporting lines, because you cannot rewire the forecast hierarchy separately.
- Grant "Allow Forecasting" on the user
Set the per-user "Allow Forecasting" permission so the user becomes eligible. Doing this on the user (not the profile) keeps control granular when several teams share one profile.
- Enable the user in the hierarchy
In Forecasts Settings, open the forecast hierarchy and use Enable Users to move the user from the Available list into the Enabled list. Only enabled users carry a forecast number.
- Assign forecast managers down the tree
Set one forecast manager per role level. A user reporting to a role becomes visible once a forecast manager sits above them, so assign managers from the top down.
- Load quotas and verify the grid
Optionally load the quota for the user and forecast type, then check the Forecasts tab. The rep should appear in the correct grid on the next refresh with attainment calculated.
The user-level permission that makes someone eligible to forecast. Without it the user never appears in the hierarchy and nothing they own rolls up.
The action in the forecast hierarchy that moves eligible users from Available to Enabled. Only enabled users contribute a forecast number.
One manager per level, supervising the level below. Grants the right to adjust subordinates' forecasts and share the forecast with stakeholders.
Each forecast type rolls up through either the role hierarchy or a territory hierarchy. This decides which placement makes a user appear in that forecast.
- A user with a Sales license, a role, and a quota still shows zero until both "Allow Forecasting" is on and they are enabled in the hierarchy.
- Users go missing most often because "Allow Forecasting" was skipped, or because no forecast manager is assigned to a role above them.
- The hierarchy follows roles, not User.ManagerId. Fix the role tree first; the forecast hierarchy cannot be rewired on its own.
- A rep can appear in a role-based forecast but not a territory-based one if they are not assigned in the territory model that forecast type uses.