Definition
In Salesforce Forecasting, the raw forecast quantity total from opportunities before any manager or owner adjustments have been applied, representing the unadjusted bottom-up quantity forecast.
Real-World Example
a sales operations lead at Cobalt Ventures recently implemented Quantity Without Adjustments to streamline deal management from prospecting through close. With Quantity Without Adjustments 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 Without Adjustments Matters
In Salesforce Forecasting, Quantity Without Adjustments is the raw forecast quantity total from opportunities before any manager or owner adjustments have been applied, representing the unadjusted bottom-up quantity forecast. This metric shows the pure opportunity data without human judgment layered on top.
Tracking both adjusted and unadjusted forecasts is valuable for understanding how much human judgment is changing the bottom-up numbers. If adjustments consistently raise or lower forecasts significantly, that tells you something about either opportunity data quality (why isn't the raw data accurate?) or about manager bias (why do managers feel compelled to adjust?). Mature forecasting programs analyze the gap between adjusted and unadjusted as a signal about process health.
How Organizations Use Quantity Without Adjustments
- •Cobalt Ventures — Tracks the gap between adjusted and unadjusted forecasts as a signal about opportunity data quality and manager bias.
- •NovaScale — Reports both unadjusted and adjusted quantity forecasts for transparency into forecast composition.
- •TrueNorth Software — Uses unadjusted forecasts as a sanity check against overly-optimistic adjusted numbers.