Universal Containers uses Collaborative Forecasts and wants sales reps to see their individual numbers for opportunities they are predicted to win based on amounts for all forecast categories over the next quarter.
Cumulative Forecast Rollups:
Definition: This feature allows the forecast amounts to include values from multiple forecast categories, providing a comprehensive view.
Configuration: When enabled, it sums up amounts from selected forecast categories such as Pipeline, Best Case, Commit, and Closed.
Benefits for Sales Reps:
Comprehensive View: Reps can see total potential sales, helping them understand their expected performance.
Predictive Insights: Provides a better estimation of what they are predicted to win.
Implementation Steps:
Navigate to Setup > Forecasts Settings.
Enable Cumulative Forecast Rollups and select the appropriate forecast categories to include.
Why Other Options Are Less Effective:
Option A: Using a formula field may not capture dynamic forecast data across categories and time frames effectively.
Option B: Adding the Forecast Summary component provides a snapshot but may not offer the cumulative view desired.
Salesforce Sales Cloud Reference:
Collaborative Forecasts Overview: Salesforce Help - Collaborative Forecasts Enable Cumulative Forecast Rollups: Salesforce Help - Set Up Forecast Rollups Forecast Categories Explained: Understanding forecast categories is essential for accurate forecasting.
By enabling Cumulative Forecast Rollups, Universal Containers can provide its sales reps with a complete picture of their predicted wins over the next quarter, based on all relevant forecast categories.