Forecast your quarter and roll up your team

Quotas per salesperson, deals in forecast categories, your call for the period, and a manager's roll-up and adjustments.

A quota plan cuts the fiscal year into months, quarters or the year, using the company's own fiscal calendar. Each salesperson, team or territory gets a quota for each period. The Forecast Board then shows, for the period you choose, what each person was expected to close, what has closed, and what is still open by forecast category.

1. Sales operations: CRM > Forecasting & Quotas > Quota Plans > New. Give the fiscal year (for example 2026) and how it is cut, then press Generate periods and Activate.
2. Add quotas under Quotas: the plan, the period, who it is for (a salesperson, a team or a territory) and the amount.
3. Set up Sales Teams with their manager and add the people under Sales Team Members. Where no team says who manages somebody, the HR reporting line is used.
4. Salespeople open the Forecast Board, check their numbers, and press Submit my call with a commit and a best case.
5. Managers press Roll up my people. Anybody who has not called is counted at closed plus commit and named.
6. A manager can press Adjust on a report's row to change their call. A note is required, and the rep's own figures are kept beside the adjustment.

• Attainment is closed-won against quota, by the date the deal actually closed.
• Weighted pipeline is each open deal's amount times its stage probability.
• Coverage is the open pipeline divided by what is still to close. Below about three times is the usual warning sign.
• A deal can be moved out of the category its stage implies (Forecast category on the opportunity), but only with a reason.