Definition
Amount Without Adjustments is a field in Salesforce's Collaborative Forecasts that displays the raw forecast amount for a forecast category based solely on the underlying Opportunity amounts, before any manual adjustments have been applied by the forecast owner or managers. It provides the unadjusted baseline figure for comparison.
Real-World Example
a sales manager at TrueNorth Software recently implemented Amount Without Adjustments to optimize the sales process and give the team better visibility into deal progress. After configuring Amount Without Adjustments, reps spend less time on data entry and more time selling. Pipeline accuracy improves and the forecast becomes a reliable predictor of quarterly revenue.
Why Amount Without Adjustments Matters
In Salesforce Collaborative Forecasts, multiple adjustment layers sit between the raw Opportunity amounts and the number shown at the top of the forecast page. Amount Without Adjustments is the baseline figure calculated purely from the Opportunity records in a forecast category, with no manual adjustments from owners or managers factored in. It exists so forecasters can always see the underlying signal from pipeline data rather than only the adjusted view.
This field is particularly useful when comparing adjusted and unadjusted forecast numbers side by side. Sales operations teams often build reports that show Amount, Amount Without Adjustments, and the delta between them, which surfaces how much the team is relying on judgment-based adjustments rather than actual Opportunity data. A persistent large gap can indicate either optimistic pipeline data or over-aggressive manual adjustments.
How Organizations Use Amount Without Adjustments
- •TrueNorth Software — Built a Forecasting dashboard that shows Amount alongside Amount Without Adjustments for every rep. Any rep whose adjusted forecast is more than 20% above the unadjusted number gets a coaching conversation about whether their pipeline is accurate enough to justify the adjustment.
- •Cobalt Ventures — Uses Amount Without Adjustments as the input to a machine learning model that predicts quarterly attainment. The model doesn't trust human adjustments, so it only looks at the raw number to produce an independent forecast the CFO compares against the committed number.
- •Vandelay Industries — Reports on Amount Without Adjustments in their weekly forecast call to identify deals that are suddenly missing from a forecast category. If the unadjusted number drops without any corresponding Opportunity stage change, it prompts a conversation about what actually changed in the pipeline.