Build a sales-ops view that shows each manager's adjusted forecast next to the raw Quantity Without Manager Adjustment rollup so leadership can spot patterns in adjustment bias.
- Confirm Quantity Forecasting is enabled
Setup, Forecasts Settings. Verify a Quantity-type forecast is active. Without it, the Quantity field on forecasts is empty.
- Open the Forecasts tab as a sales manager
Switch to a sales manager profile or impersonate. Open Forecasts. The forecast tab shows Quantity and Quantity Without Manager Adjustment side by side per category.
- Pull a sales-ops report
Reports, New, Forecasting Quantity report type. Add columns: Manager, Forecast Category, Quantity, Quantity Without Manager Adjustment, Period.
- Add a calculated column
Add a custom summary formula: Quantity minus Quantity Without Manager Adjustment. This is the manager's adjustment magnitude.
- Filter to current period
Set the period filter to current quarter. Group by Manager.
- Run the report and review
Look at the adjustment column per manager. Outliers (adjustments above 20 percent in either direction) are worth a coaching conversation.
Required for the Without Adjustment field to populate; enabled in Forecasts Settings.
Editable Quantity value the manager overrides; pairs with Without Adjustment for comparison.
Bucket (Pipeline, Best Case, Commit) the Without Adjustment field rolls up per.
Each level (Rep, Manager, VP) sees Without Adjustment for the team below it.
- Quantity Without Manager Adjustment only populates when Quantity Forecasting is enabled. Revenue-only forecasts do not produce the field.
- Opportunities without populated line-item quantities contribute zero to the rollup. The field can mislead if data quality on quantities is poor.
- Manager adjustments are point-in-time. A manager who adjusted last week and changed nothing this week shows the same adjusted value, even if pipeline shifted underneath.
- Hierarchy rollup respects the role tree, not the manager field on User. Audit the role hierarchy if Without Adjustment numbers look wrong at the VP level.