Turn on Quantity Forecasting in Forecasts Settings, load unit quotas, and give reps and managers a quantity-based forecast tab next to the revenue tab.
- Open Forecasts Settings
Setup, Forecasts, Forecasts Settings. The page lists existing forecast types with an active flag.
- Add a Quantity forecast type
Click New Forecast Type. Choose Opportunity Revenue or Opportunity Product Family. Set the Measure to Quantity. Activate.
- Validate the opportunity data
Audit a sample of recent opportunities to confirm Quantity is populated on every line item. Add a validation rule blocking close-won with null quantity if necessary.
- Load unit quotas
Build a CSV with one row per user per period with QuantityQuota populated. Use Data Loader against the Forecasting Quota object. Confirm the quotas appear on each rep's forecast tab.
- Train reps and managers
The forecast UI now shows two tabs. Walk the team through which tab to use for which purpose: Quantity for capacity planning, Revenue for financial commits.
- Build a quantity dashboard
Create a custom report on OpportunityLineItem grouped by Product Family with Sum of Quantity. Pin to the production planning dashboard for the operations team.
Revenue or Quantity. Each type rolls up the chosen measure from line items.
Opportunity, Opportunity Splits, Product Family, Territory.
Unit quota on the Forecasting Quota record; alongside the revenue Quota field.
Active vs Inactive forecast type. Inactive types remain configured but hidden from the forecast UI.
- Quantity forecasts assume line item quantities are real. Opportunities with summary-level amount and no line items, or with line items where reps left Quantity blank, will roll up as zero in the quantity forecast.
- Multiple forecast types in the same org clutter the rep UI. Limit to the types your team will actually use; running four redundant types confuses more than it clarifies.
- Quantity quotas are independent of revenue quotas. A rep can hit one without hitting the other, which is the point but also a source of confusion in compensation conversations.
- Disabling a quantity forecast type hides it from the UI but does not delete the underlying data. Re-enabling later restores history without rebuild.