Configure Sales Forecasting in Dynamics 365 Sales - & Out-of-the-box forecast vs a configured forecast

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Sales forecasting is a critical component of business planning, allowing organizations to predict future sales and make informed decisions. In Microsoft Dynamics 365 CRM Sales, sales forecasting helps businesses estimate future revenue, set realistic sales targets, and optimize resource allocation.

Configure forecasting

  1. In the Sales Hub app, select the Change area icon Icon to change the work area in the lower-left corner, and then select App Settings.

  2. Under Performance management, select Forecast configuration



You can configure forecasts that are based on revenue or quantity. You define the type of forecast, the hierarchy, access permissions, and the details you want to see in the forecast grid. After a forecast is activated, your sales team can view the revenue, or quantity, and pipeline projections. Until you activate a forecast, your sales team can view an out-of-the-box forecast for the current month. The out-of-the-box forecast isn't available in the forecast configuration page and neither can it be deleted nor deactivated

Create a Template>Define forecast model>Access permissions>Configure Layout> Manage Entities>Advanced settings>Activate the Template 



User can take advantage of forecasts even if the new forecast has not configured in the system. 

  • The out-of-the-box forecast is based on the org chart template and is available to all users.

  • The forecast is based on the sales team hierarchy as defined by the Manager field on the User record. This means that the forecast reflects the structure of the sales team, providing insights that align with the organization's structure.

  • The out-of-the-box forecast uses opportunity as the rollup entity and is available only for the current month.

Difference between the out-of-the-box forecast and a configured forecast

The following table lists the differences between the out-of-the-box forecast and a forecast configured for your organization.


Out-of-the-box forecastConfigured forecast
Based on the org chart template.Based on the template that your administrator has configured.
Uses opportunity as the rollup entity.Uses a rollup entity that your administrator has configured.
Is available to all users.Is available to users who have been granted access by the administrator.
Is available only for the current month.Is available for the number of periods defined in the forecast configuration.
Forecast values are updated in near real-time.Forecast values are only updated every 24 hours or can be refreshed manually anytime.
Quota value is based on previous month's won amount.Quota value is based on the value defined in the forecast configuration.
Updates to the underlying records are reflected in the forecast after the forecast page is refreshed.Updates to the underlying records are reflected in the forecast after the forecast is recalculated.
Can handle up to 50,000 records.No limit on the number of records.
Forecasts are not saved; at a given time, only the current month's forecast is available.Forecasts are saved for several forecast periods and can be viewed anytime.


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