Forecasting, Territories and Account Teams

Sales CloudForecasting, Territories and Account TeamsHow Collaborative Forecasts turns pipeline into forecasts (forecast types, items, adjustments, quotas), how Enterprise Territory Management models and assigns accounts and opportunities, how account teams share access, and how to automate all of it safely in Apex.Advanced · about 80 minutesWhat you will learn

Explain how Collaborative Forecasts derives ForecastingItem rows from opportunities, forecast categories and the forecast hierarchy

Query forecasts and load quotas with ForecastingType, ForecastingItem, ForecastingQuota and Period

Design an Enterprise Territory Management model with types, territories, user and account assignments and rules

Assign accounts and users to territories in Apex and implement TerritoryMgmt.OpportunityTerritory2AssignmentFilter

Use account teams and default teams to share access, and reason about the sharing implications of teams versus territories

Build a bulk-safe territory realignment job

Contents

Collaborative Forecasts

Enterprise Territory Management

Account teams

Action Plans and guided selling programs (briefly)

Worked example: fiscal-year territory realignment

Best practices

Common pitfalls

Hands-on exercises

Key takeaways