Forecasting Categories can be mapped against opportunity probabilities, for the benefit of reporting. Administrators can create their own categories based on internal terminology and requirements.
Creating forecast categories
You must first decide on the categories that you will require. This should be based on your company's processes. For example:
To create these, go to the Forecast Categories section of Settings.
Click on New Forecast Category and enter a name, then click the tick to confirm. Repeat as necessary for all categories.
Mapping forecast categories to opportunity probabilities
From Settings - Company Setup - Quotations & Sales, scroll to the Forecast Category Mapping section.
Assign a category to each entry and save your changes.
Creating work-stacks based on your forecast categories
With your categories created and assigned, you will be able to set up opportunity work stacks to help you manage your forecasting.
For example, you may wish to view all open opportunities in the pipeline stage:
You can repeat this for every category. This means that every time sales users change the probability of an opportunity, your work-stacks will update accordingly.
These work stacks can help you filter out opportunities that need attention.
Users with the necessary role can export work stack results for reporting or further processing.