Enable Product Family on Product2, set the picklist values to your lines of business, and turn on Product Family forecasts so quotas and roll-ups split by family.
- Define the families with sales and finance
Meet with sales ops and revenue accounting. Agree on the picklist values that match the books finance reports on. Keep the list short, three to eight values is normal. Document each value with a one-line definition so reps know which product goes where.
- Add picklist values
Setup, Object Manager, Product, Fields and Relationships, Product Family. Edit the picklist. Add each family value. Leave the API name aligned with the label. Add a default value only if 80 percent of products fall into one family.
- Stamp existing products
Use Data Loader or a flow to set Product Family on every active product in your catalog. Open products with no family will not roll up correctly, so this backfill is mandatory before forecasts are turned on.
- Enable Product Family forecasts
Setup, Forecasts Settings, Forecast Types, New. Choose Revenue or Quantity, then choose Product Family as the rollup. Activate. The org now shows one forecast tab per family for each rep with open pipeline in that family.
- Load quotas by family
Build a CSV with one row per user per family per period. Use Data Loader to insert into the Forecasting Quota object. Each rep now sees a quota number on each family forecast tab, and attainment percent calculates correctly.
- Build a family pipeline report
Create an Opportunity-with-Products report grouped by Product Family. Add a forecast-category column. This is the report sales ops uses to compare forecast commit to actual pipeline per family every Monday morning.
Revenue or Quantity. Revenue rolls dollar amount; Quantity rolls unit count. Most orgs pick Revenue.
The value applied to new products if the admin does not pick one. Set this only if one family covers most of the catalog.
Deactivating a family value hides it from new selections but preserves it on existing records. Use this to retire a line of business without breaking history.
Monthly or Quarterly. Aligns with your forecast period. All families share one period setting.
- An opportunity line item inherits Product Family from the parent Product2 at the time the line is added. Changing the family on Product2 later does not retroactively update old line items.
- Open opportunities with products that have no family value are excluded from the family forecast. Run a periodic report for OpportunityLineItem where Product2.Family is null and fix the source product before close.
- Reps in a multi-currency org see family forecasts in their personal currency. Multi-currency conversion happens on the line item amount, not on the family aggregation, so dated exchange rates apply per line.
- Do not confuse Product Family with the Product Category Data field used in CPQ. CPQ has its own taxonomy that drives quote templates; Product Family drives Sales Cloud forecasts.