Definition
In Salesforce Forecasting, the forecast quantity for a user's team that excludes adjustments made by their manager in the forecast hierarchy, showing the quantity total before management overrides.
Real-World Example
a sales operations lead at Cobalt Ventures recently implemented Quantity Without Manager Adjustment to streamline deal management from prospecting through close. With Quantity Without Manager Adjustment 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 Manager Adjustment Matters
In Salesforce Forecasting, Quantity Without Manager Adjustment is the forecast quantity for a user's team that excludes adjustments made by their manager in the forecast hierarchy, showing the quantity total before management overrides. This metric isolates the team's own judgment from the overlay of management adjustments that flow down through the hierarchy.
Forecast hierarchies support adjustments at each level, with managers able to override their reports' forecasts based on their judgment. Tracking what each level looks like before manager adjustments helps understand where the forecast is changing and who's driving the changes. Mature forecasting programs track multiple views of the forecast for diagnostic visibility into the adjustment process.
How Organizations Use Quantity Without Manager Adjustment
- •Cobalt Ventures — Tracks team forecasts with and without manager adjustments to see how much management is changing the numbers.
- •NovaScale — Uses the metric to identify managers whose adjustments consistently differ significantly from their teams.
- •TrueNorth Software — Reports multiple forecast views for diagnostic visibility into the hierarchy adjustment process.