Forecasts Settings lives in Setup and is the single page that turns forecasting on and shapes how it behaves. Work through it in Lightning Experience, confirm your fiscal year first, and have your forecast category map agreed with sales leadership before you start. The steps below cover the core configuration; activate at least one forecast type or the Forecasts tab stays empty.
- Open Forecasts Settings
In Setup, type Forecasts Settings into Quick Find and open the page. This is the only place forecasting is enabled and where every global option below is set.
- Turn on forecasting and set the period
Enable Salesforce Forecasting, then choose monthly or quarterly periods. The period follows your fiscal year, so a Custom Fiscal Year pushes its own quarters into the grid automatically.
- Define and activate a forecast type
Add a forecast type by picking a source object (Opportunity, Opportunity Product, Opportunity Splits, or Opportunity Product Splits), a measure (Amount, Quantity, or a custom field), and a date field. Activate it so it appears on the Forecasts tab. Repeat for up to four active types.
- Set the rollup method and categories
In Manage Forecast Rollups, click Edit and choose individual or cumulative category rollups. Then pick which forecast categories show as columns and rename any to match your team language.
- Enable adjustments, quotas, and currency
Turn on adjustments if managers should override numbers, and quotas if you want an attainment row. In multi-currency orgs, select the forecast currency, usually corporate, then save.
Monthly or quarterly grid columns, aligned to the org Standard or Custom Fiscal Year.
Source object, measure, and date field that define what gets forecast; up to four active at once, more only via Salesforce Support.
Individual category rollups (standalone buckets) or cumulative category rollups (running totals such as Commit plus Closed).
Which buckets (Pipeline, Best Case, Commit, Closed, and any added like Most Likely) appear as columns, plus optional renaming.
Whether managers and reps can adjust rolled-up amounts, and whether a quota attainment row is shown per period.
In multi-currency orgs, roll up in corporate currency or each user personal currency.
- The Forecasts tab stays empty until at least one forecast type is created and activated, even after forecasting is enabled.
- Only four forecast types can be active at once; raising that limit requires a case with Salesforce Customer Support.
- Switching the rollup method mid-quarter changes the meaning of every number on the grid and will look like a data error to reps.
- Territory-based rollup needs Enterprise Territory Management enabled and assignment rules configured first, so do not switch modes casually.