Sales Forecasting terminology

  • Release version: Zurich
  • Updated July 31, 2025
  • 2 minutes to read
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    Summary of Sales Forecasting terminology

    This content provides essential terminology and concepts related to Sales Forecasting in ServiceNow, specifically for the Zurich release. It explains key components such as forecast models, forecast categories, rollup methods, forecast schedules, and sales quota management, enabling customers to understand how to configure and interpret sales forecasts effectively.

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    Forecast Model

    The Forecast Model is a method used to predict future sales by analyzing historical data and current sales activities. In the Zurich release, only one model is available: the Opportunity Amount Forecast, which forecasts sales for current opportunities in the system.

    Key configuration options include:

    • Submission Required: Enabled by default, requiring forecast submission.
    • Submission Frequency: Can be set to weekly, monthly, or customized periods based on business calendars.
    • Forecast Hierarchy Type: Defaults to Sales Team, displaying forecasts by teams. Users can switch to Territory to view forecasts by regions or territories, which requires configuration of sales territories.

    Forecast Category

    Opportunities are classified by the certainty of closure, reflecting their stage in the sales pipeline. Administrators can configure these categories, which by default include:

    • Won: Closed and won opportunities.
    • Commit: Opportunities expected to close within the forecast period.
    • Strong Upside: High potential opportunities with minor uncertainty.
    • Upside: Opportunities with some potential but less certainty.
    • Pipeline: Early-stage opportunities with uncertain outcomes.
    • Omitted: Opportunities excluded due to insufficient data.

    Forecast Rollup Method

    This defines how opportunities from different forecast categories aggregate into the forecast:

    • Single Rollup: Each forecast category is shown in its own column, only including opportunities within that category.
    • Cumulative Rollup: Aggregates categories cumulatively, where each higher-level category includes opportunities from the lower categories. For example, the "Open pipeline" column includes Pipeline, Upside, Strong Upside, Commit, and Won opportunities.

    Forecast Schedule

    The forecast schedule automatically retrieves all opportunities and generates the latest forecast data to keep forecasts current.

    Sales Quota Management

    Sales quotas can be assigned to representatives and managers based on their hierarchy, role, and forecast period, allowing targeted sales performance management aligned with organizational goals.

    Use the following list of terms to gain an understanding of Sales Forecasting concepts, components, and configuration.

    Forecast Model

    The Forecast Model is a framework or method used to predict future sales based on historical data, current sales activities, and other relevant factors. It helps businesses estimate the expected sales figures over a specific period, such as a quarter or year. Only one forecast model, Opportunity Amount Forecast is available to the users. You can forecast the sales for the current opportunities in the system. The Submission Required option is enabled by default. From the Submission Frequency list, select weekly, monthly, or configure a customized time period to submit your final forecasts. For more info, see Creating business calendars. By default, Sales Team is selected in the Forecast Hierarchy Type list and the Sales Forecasting dashboard displays the forecasts based on sales teams. To view forecasts by regions or territories, select Territory from the Forecast Hierarchy Type list. To configure a territory see, Configuring the Territory. For more info, see Sales Territory Management​.

    Forecast Category

    The classification of opportunities is based on the level of certainty regarding their closure. The longer a sales prospect progresses along the sales pipeline, the better their chances of converting.  The forecast admin can configure these categories. By default, these six categories are available:
    • Won:  Opportunities that have already been closed and won.​
    • Commit: Opportunities that sales reps are confident will close within the forecast period.​
    • Strong upside:  Opportunities with greatest potential to close but have some minor uncertainty.
    • Upside: Opportunities with potential to close but with lower level of certainty.
    • Pipeline: Opportunities in the early stages of the sales process with uncertainty if they will be closed deals.
    • Omitted:  Opportunities that are excluded from forecast​ due to lack of data.

    Forecast rollup method

    The forecast model defines how opportunities in different categories are aggregated into a forecast. ​There are two primary types of rollups: single and cumulative.

    When you select Single, this rollup method ensures that each forecast category is represented in its own column, with only the opportunities in that category being included.
    Table 1. Single rollup method
    Column Name on Forecast page Opportunities that roll up to it from a forecast category
    Pipeline Pipeline
    Upside Upside
    Strong Upside Strong Upside
    Commit Commit
    Won Won
    When you select Cumulative, this rollup method aggregates forecast categories in a cumulative manner, where each subsequent category includes the opportunities from the previous categories. Each cumulative rollup method aggregates opportunities from higher order forecast categories.
    Table 2. Cumulative rollup method
    Column Name on Forecast page Opportunities that roll up to it from a forecast category
    Open pipeline Pipeline + Upside + Strong Upside + Commit + Won
    Cumulative Upside Upside + Strong Upside + Commit + Won
    Cumulative Strong Upside Strong Upside + Commit + Won
    Cumulative Commit Commit + Won
    Won Won

    Forecast schedule

    The forecast schedule fetches all the opportunities in the system and generates the latest forecast data.

    Sales Quota Management

    You can assign sales quota targets to sales representatives and managers based on their hierarchy, role, and forecast period.