Definition
A Salesforce Forecasting option that forecasts based on product quantities rather than (or in addition to) revenue amounts, useful for organizations that track sales performance by unit volume.
Real-World Example
a sales operations lead at Cobalt Ventures recently implemented Quantity Forecasting to streamline deal management from prospecting through close. With Quantity Forecasting properly set up, sales managers can identify bottlenecks in the pipeline, coach reps on stalled deals, and allocate resources to the highest-potential opportunities.
Why Quantity Forecasting Matters
Quantity Forecasting is a Salesforce Forecasting option that forecasts based on product quantities rather than (or in addition to) revenue amounts, useful for organizations that track sales performance by unit volume. This is particularly valuable in industries where unit measures matter: manufacturing (units shipped), telecommunications (subscribers added), publishing (subscriptions sold), and similar unit-based businesses.
Many organizations track both revenue and quantity forecasts because each tells a different story. Revenue forecasts tell you how much money you'll make; quantity forecasts tell you how much physical product or how many subscribers you'll add. Mature sales operations use both measures for different management purposes: revenue for financial planning and quantity for operational planning like inventory, capacity, and fulfillment.
How Organizations Use Quantity Forecasting
- •NovaScale Manufacturing — Uses quantity forecasting to plan production capacity based on projected unit sales.
- •Coastal Communications — Forecasts subscriber additions as a key metric alongside revenue for their telecom business.
- •BrightEdge Solutions — Combines quantity and revenue forecasting for a complete view of business momentum.