Most of the work around Quantity Without Adjustments is operational rather than configuration: training managers to read the column, building reports that use it, and developing the discipline to investigate when the adjusted-versus-raw gap grows. The workflow below covers the standard practices that make the measure useful.
- Confirm the column is visible to forecast managers
Open the Forecast page as a manager who has subordinates. Confirm Quantity Without Adjustments appears alongside the adjusted Quantity. If it is hidden, edit the Forecasts page layout in Object Manager to add the column, then re-assign the layout to the relevant profiles. Save and test by viewing the page as the test manager again. The column should appear for each forecast category (Commit, Best Case, Pipeline, Closed).
- Train managers on the comparison
Run a brief training session explaining what Quantity Without Adjustments shows and why it matters. Walk through a sample manager's forecast with both columns side by side. Explain how to interpret a large gap (data hygiene or aggressive adjustment) versus a small gap (data and judgment aligned). Document the training in the manager onboarding portal so new managers self-serve when they inherit a team. Without this training, managers tend to focus only on the adjusted column and miss the diagnostic value of the comparison.
- Build the gap report
Create a custom report or CRM Analytics dashboard showing the difference between adjusted Quantity and Quantity Without Adjustments per manager, per region, and over time. Filter to the current forecast period and the upcoming period. Schedule the report to be emailed to sales operations weekly. Highlight any manager whose adjustment overlay exceeds a defined threshold (typically 10 to 20 percent of the raw forecast). The report becomes a starting point for monthly forecast review conversations.
- Investigate large gaps and act
When the gap report flags a large adjustment overlay, investigate the cause. Sit with the manager and review the underlying opportunities. Determine whether the adjustment is justified (deal-specific knowledge the data does not capture) or whether it indicates data hygiene problems (deals not being kept current) or aggressive padding (sandbagging or over-committing). Take the corresponding action: confirm the adjustment, push for data updates, or coach the manager on calibrated forecasting.
- For individual contributors with no subordinates, Quantity Without Adjustments equals Quantity. The comparison only matters at manager levels of the hierarchy.
- Adjustments apply to Quantity, not to Quantity Without Adjustments. The unadjusted figure is always the data view; the adjusted figure carries the management overlay.
- A large adjustment gap is not always a problem. Some gaps are legitimate (deal-specific knowledge); investigation distinguishes legitimate gaps from data hygiene issues.
- Compensation tools typically credit against actuals, not against forecast measures. Confirm with the compensation team how adjustments interact with quota credit before assuming the answer.
- Hiding the column on the page layout is reversible but signals to managers that the data view does not matter. Most orgs benefit from leaving it visible even when the gap is small.