Salesforce Admin · June 30, 2023
Set Up Territory Forecasting in Salesforce
Salesforce Territory Forecasting lets you predict and estimate future sales performance within specific regions. This guide walks through the complete setup — from enabling the feature to activating your first territory model.
Key Terms
Quota
The selling target assigned to sales teams or individual representatives.
Quota Attainment
Performance metric measuring how well teams meet targets — expressed as a percentage.
Territory Forecast
The process of predicting future sales within specific territories or regions.
Prerequisites: Three Steps Before You Start
Prerequisite 1
Add Users and Enable Forecasting Per User
- 1.Go to Setup → Users → Users → New User
- 2.Click the user's Full Name after creation
- 3.Find the Allow Forecasting checkbox on the User Detail page
- 4.Edit the user record, check the box, and save
Prerequisite 2
Enable Forecasting
Navigate to Platform Tools → Feature Settings → Sales → Forecasts → Forecast Settings. Click Enable Forecast.
Prerequisite 3
Enable Territory Management
Go to Platform Tools → Feature Settings → Sales → Territories → Territory Settings. Click Enable Enterprise Territory Management.
Setup Steps
Step 1
Create a Territory Type
Navigate to Platform Tools → Feature Settings → Sales → Territories → Territory Types → New.
- —Label
- —Territory Type Name (auto-populated API name)
- —Priority (higher number = higher priority)
- —Optional description
Step 2
Create a Territory Model
Navigate to Platform Tools → Feature Settings → Sales → Territories → Territory Models → New Territory Model. Enter a Label and Territory Model Name, then save.
Step 3
Activate the Territory Model
Territory Models progress through three irreversible states:
Planning
Initial state for configuration
Active
Required to use — only one can be active
Archive
Final state for deactivation
Click Activate on your model to move it from Planning to Active. A confirmation warning will appear — the change is irreversible.
Need help?
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Territory forecasting setup can get complex with large orgs. Our Salesforce admins have done this dozens of times — we can have it configured and running correctly in a fraction of the time.
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