Understand forecasts with precision pipeline management


This content is archived and is not being updated. For the latest documentation, see Microsoft Dynamics 365 product documentation. For the latest release plans, see Dynamics 365 and Microsoft Power Platform release plans.

Enabled for Public preview Early access General availability
End users, automatically - This feature is released. Feb 3, 2020 This feature is released. Apr 1, 2020

Business value

A forecast can contain a lot of information and in some cases, a deep hierarchy. Often, the organization’s forecast and opportunities are disjointed. Sellers and sales managers need to understand where forecast values are coming from in order to introduce necessary changes that can help to resolve these gaps. In the forecasting capabilities for Dynamics 365 Sales, both the forecast and the underlying opportunity data are part of one fluid experience, allowing sellers to directly modify deal information in the flow and to instantly see changes to the forecast reflected.

Feature details

  • Benefit from a responsive forecast grid with visual cues: Enable visual representation of the whole forecast hierarchy and quota attainment in each cell, directly from the grid.
  • Edit participating records inline: View and edit underlying opportunities for any calculated metric to instantly modify the forecast.
  • Manage pipeline and visualization: Easily manage and update the full forecast with the drag-and-drop feature to move opportunities across different stages, to instantly update forecast data.
  • Benefit from near real-time updates: Enjoy automatic recalculation of forecast values to ensure data is always as fresh as possible.


Forecast will now be visible in the Sales Hub sitemap and Forecast Category will appear on the out-of-the-box Opportunity Form.

Adjust deals using a visual Kanban board


This feature is available in Unified Interface only.
This capability is intended only for Dynamics 365 Sales Enterprise.

See also

Driving accountability with advanced forecasting in Dynamics 365 Sales (blog)

View and manage underlying opportunities (docs)