Quantity Without Manager Adjustment
Quantity Without Manager Adjustment is the field on a Salesforce Collaborative Forecast that shows the raw unit-count rollup from a sales manager's team before the manager has applied any adjustment.
Definition
Quantity Without Manager Adjustment is the field on a Salesforce Collaborative Forecast that shows the raw unit-count rollup from a sales manager's team before the manager has applied any adjustment. It captures what the platform calculates from the underlying opportunity line items, untouched by the manager's commentary or override, and exists as a sibling field next to the manager-adjusted version so leadership can see both the system view and the human view side by side.
The field is part of Salesforce's broader forecast-adjustment model. Reps roll up to managers, managers can override the rollup with their own number (Best Case, Commit, or Pipeline) and add an explanatory comment, and the platform preserves the original rollup as the Without Adjustment field. Sales ops dashboards typically chart both lines to track manager bias over time: a manager who always adjusts up by 20 percent is signaling something different than one who adjusts down by 20 percent, and the gap between Quantity Without Manager Adjustment and Quantity is the measurement.
Why the raw-quantity rollup exists alongside every manager-adjusted forecast number
Adjustment vs raw rollup
When a sales manager opens their forecast tab in Collaborative Forecasts, they see two columns for each forecast category: Quantity (which they can override) and Quantity Without Manager Adjustment (the system-calculated number, locked). The two start equal. As the manager applies an adjustment ("I think this team will book 1,200 seats, not the 1,000 the system calculates"), the Quantity column changes and the Without Adjustment column stays. The pair lets sales ops compare what the system saw versus what the manager believes.
Where the raw quantity comes from
The Without Adjustment field is the unit-count rollup of all open opportunity line items in the manager's team's pipeline, bucketed by Forecast Category. It is recalculated whenever an underlying opportunity changes (a deal moves stage, a line item quantity increases, a new line is added). Managers cannot edit the raw quantity directly; it is a computed value tied to the live data. This is what makes it useful as an anchor; it always reflects the current state of the pipeline regardless of the manager's last adjustment.
Use in sales ops analytics
Sales operations teams chart Quantity vs Quantity Without Manager Adjustment over time per manager. The gap is the manager's adjustment magnitude. A manager whose adjustment is consistently +15 percent and ends up close to actual closed quantity has accurate intuition above the system. A manager whose adjustment is consistently -10 percent but actuals come in matching the raw rollup is signaling sandbagging or risk aversion. Both shapes are signals leadership can act on; the raw quantity is what makes them measurable.
Hierarchy roll-up behavior
The Without Adjustment value rolls up the user hierarchy alongside Quantity. A VP sees the sum of every manager's Quantity (after adjustments) plus the sum of every manager's Without Adjustment (before adjustments) at their level. The VP can compare team-by-team to see which managers are adjusting heavily and which are not. The VP can also apply their own adjustment on top, which produces a third concept (VP-adjusted) on top of the manager-adjusted and raw values.
Forecasting integrity and audit
For sales-ops audit work, the raw quantity is the audit baseline. Closed-quarter analysis compares actual closed quantity against the original raw rollup and against each layer of manager adjustment. If the raw rollup was accurate and the manager adjustments distorted the picture, leadership can train managers to adjust less aggressively. If the raw rollup was inaccurate and the manager adjustments corrected it, leadership can train managers to keep adjusting that way. The field is therefore as much a coaching tool as a reporting one.
Quantity vs Revenue forecasts
Quantity Without Manager Adjustment is the unit-count sibling of Amount Without Manager Adjustment (the dollar-amount version). Orgs that run both Revenue and Quantity forecasting have both pairs of fields. Production-constrained businesses rely heavily on the quantity pair because units drive their factory and inventory planning; financial-driven businesses lean on the amount pair. Most enterprise orgs maintain both and chart both to leadership in the weekly forecast call.
When the field can mislead
The raw quantity only includes opportunity line items with a populated Quantity field. Opportunities entered at summary level (a lump-sum amount with no per-line quantity) contribute zero to the unit rollup. This is a silent data-quality gap; managers can adjust around it without surfacing the problem to leadership. Sales ops should run a periodic audit that flags opportunities with non-zero amount but zero quantity, especially when Quantity forecasting is the primary view leadership uses.
Compare manager adjustment to the raw quantity rollup
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.
Trust & references
Cross-checked against the following references.
- Forecast AdjustmentsSalesforce Help
- Collaborative Forecasts OverviewSalesforce Help
- Forecast SettingsSalesforce Help
Straight from the source - Salesforce's reference material on Quantity Without Manager Adjustment.
- Forecast Adjustments DocumentationSalesforce Help
- Forecast by Product FamilySalesforce Help
- ForecastingItem Object ReferenceSalesforce Developer Docs
Hands-on resources to go deeper on Quantity Without Manager Adjustment.
About the Author
Dipojjal Chakrabarti is a B2C Solution Architect with 29 Salesforce certifications and over 13 years in the Salesforce ecosystem. He runs salesforcedictionary.com to help admins, developers, architects, and cert/interview candidates sharpen their fundamentals. More about Dipojjal.
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