Assign Forecast Managers

Clough Donahas reports to Ian in the role of Manager of International Sales. He oversees Ian’s sales reps and helps determine their quotas. Because of this, make him Ian’s forecast manager so that he can set quotas and adjust forecasts. But keep in mind that Ian wants to be able to override Clough if he needs to, so give Ian that ability.

  1. From Setup, enter forecasts in Quick Find, and then select Forecasts Hierarchy.
  2. Click Expand All.
  3. Ensure Clough Donahas is the assigned manager to the International Sales Manager role and Ian Lin is the assigned manager to the VP, International Sales role.
    Note: If not, click Assign Manager next to each role, select the name, and Save.

Now, create a permission set that has the Override Forecasts permission enabled and assign it to Ian.

  1. Enter permission in Quick Find, and then select Permission Sets.
  2. Click New, and enter these details:

    Field Name Details/Actions
    Label Adjust Forecasts
    API Name Adjust_Forecasts
    Description Grant the Override Forecasts permission to Ian Lin.
    License Salesforce
  3. Click Save.
  4. In the Apps section, click App Permissions.
  5. Click Edit.
  6. Under Sales, enable Override Forecasts.
  7. Click Save.
    Note: If necessary, click Save again from the popup.
  8. Click Manage Assignments.
  9. Click Add Assignments.
  10. Select the checkbox for Ian Lin.
  11. Click Assign.
  12. Click Done.

Finally, enable the Override Forecast permission for the Sales User profile.

  1. From Setup, enter profiles in Quick Find, and then select Profiles.
  2. Next to Custom: Sales Profile, click Edit.
  3. Under General User Permissions, select Override Forecasts.
  4. Click Save.

View the Impact of Assigning Forecast Managers

Now that you’ve assigned forecast managers, view the forecasts of sales reps from the point of view of the forecast manager, Clough Donahas. First, log in as Clough.

  1. Enter Users in Quick Find, and then select Users.
  2. Deactivate Alek and activate Clough. (See instructions in the first step of this project, if needed.).
  3. Next to Donahas, Clough, click Login.
  4. Click Apps Icon, enter forecasts in the search field, and click Forecasts.
  5. From the View my forecasts menu, search for Alek Wozniak, and select his name.
  6. View Alek’s total commit forecast for the four quarters. It should be USD 254,318.18.
  7. From the View my forecasts menu, search for Ligita Kowalski, and select her name.
  8. View Ligita’s total commit forecast for the four quarters. It should be USD 375,000.00.

Because you set up Clough as a forecast manager, he can now change forecasts. From Clough’s forecast, increase Ligita’s Commit forecast for the current fiscal quarter by $10,000.

  1. At the top of the page, from the breadcrumbs, click Clough Donahas.

    View my forecasts menu showing Clough Donahas’ name in the breadcrumbs.
  2. For the current FQ, click Expand icon to expand the quarter.
  3. In Ligita’s row, in the Commit column, click Edit icon.
  4. In the Commit field, enter a value that is $10,000 more than the current value.
  5. In the Adjustment Note field, enter Additional services.
  6. Click Save.
  7. Notice that three gold triangles appear in the Commit column.
  8. Click each triangle and notice that the Clough’s commit value is $10,000 more than the Without Adjustments value.

    Commit field with gold triangles and adjustments highlighed.

  9. At the top of the page, click Log out as Clough Donahas.

Because you also set up Ian as a forecast manager, he can change forecasts too. From Ian’s forecast, increase Clough Donahas’ forecast for the current fiscal quarter by $50,000.

  1. Ensure you are logged in as Ian Lin.
  2. Click the Forecasts tab.
  3. Expand the current FQ.
  4. In Clough’s row, in the Commit column, click Edit forecast icon to adjust Clough’s forecast.
  5. In the Commit field, enter a value that is $50,000 more than the current value.
  6. In the Adjustment Note field, enter Additional sales.
  7. Click Save.
  8. Click the new orange triangle for that value.
  9. View the summary and notice the different values for Ian’s forecast, Clough’s forecast, and the forecast without any adjustments.

    Adjustment information summary for Clough’s forecast.

Next, log in as Ligita Kowalski and increase her forecast for the current fiscal quarter by $10,000.

  1. From Setup, enter Users in Quick Find, and then select Users.
  2. Deactivate Clough and activate Ligita. (See instructions in the first step of this project, if needed.)
  3. Next to Kowalski, Ligita, click Login.
  4. Click the Forecasts tab.
  5. View Ligita’s Commit value for the current FQ. It should be USD 375,000.00.
  6. In the Commit column, click Edit forecast icon to adjust Ligita’s forecast.
  7. In the Commit field, enter a value that is $10,000 more than the current value.
  8. In the Adjustment Note field, enter Additional services.
  9. Click Save.
  10. Click the new orange triangle for that value.
  11. View the summary and notice the values for Ligita’s forecast and the value without adjustments.

    Forecast adjustment summary for Ligita.
  12. At the top of the page, click Log out as Ligita Kowalski.
  13. Ensure you are logged back in as Ian Lin.
  14. Deactivate Ligita and activate Alek. (See instructions in the first step of this project, if needed.)

After assigning forecast managers, Ian can see how forecast adjustments behave depending on where the person performing the adjustment falls in the forecasts hierarchy. And he can see all the adjustments that are made.

Quotas are an important part of a sales team. Next, you set up quotas and assign quota figures. 

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