There are two primary ways to forecast pipeline that will close in Salesforce - weighted ARR/TCV and Forecast Categories
Weighted Amounts
Each Opportunity Stage has an associated Probability of closing. The weighted pipeline represents the associated $ amount on the opportunity multiplied by the probability. Swantide summarizes the weighted pipeline for you in the Pipeline Review Dashboard.
Forecast Categories
Each Opportunity Stage also has an associated Forecast Category. The default Forecast Categories are:
Pipeline
Best Case
Commit
Closed Won
Opportunity owners can override which Forecast Category an Opportunity falls under based on their best judgment of the likelihood of a deal closing. They can edit this on the Opportunity record itself.
Each sales rep can see the total pipeline and individual Opportunities in each Forecast Category, alongside their quota for a particular period.
Additionally, if you configure roles and hierarchies in Salesforce, you can roll-up multiple sales rep forecasts to a sales manager or director. This provides better visibility across a team or organization. See the image below for a screenshot of what Salesforce-native forecasting based on Forecast Categories looks like.
